It’s happening already. “Can we look at this after Christmas…?”

It’s only the beginning of November, but for every person in Sales, the “can it wait until after Christmas?” issue is beginning to surface.

What is it about this particular holiday that pours sticky treacle all over the sales process, and how do we overcome it, or is it an opportunity?

  1. 𝙋𝙧𝙞𝙤𝙧𝙞𝙩𝙞𝙨𝙚

Who is in your pipeline that you really think could close this side of Christmas, and for those that look like they will be putting things off, accept it, and focus on the leads that will convert. But be patient. There’s no value putting extra pressure on a prospect just to get them to commit this side of December 31st.

For those that are likely to put things off, just let them know you expect that, and ask now “How about we put something in the diary in the 2nd week or two of January so that we start 2022 in the best way possible?” And for those that accept, add in another reminder layer so that it’s accepted as an appointment when they come back to work. Even better, remind yourself to send the prospect a voice note or a video in the New Year. It can serve as a Happy New Year and a looking forward to catching up message.

2. 𝘾𝙝𝙧𝙞𝙨𝙩𝙢𝙖𝙨 𝘾𝙖𝙧𝙙𝙨 𝙤𝙧 𝙑𝙞𝙨𝙞𝙩𝙨?

Think now about how to make your Christmas message stand out. Perhaps if your customers are local, arrange a little road trip and go and see them. You can post pictures on your social media feed to get even more traction.

3. 𝙃𝙤𝙪𝙨𝙚𝙠𝙚𝙚𝙥𝙞𝙣𝙜

Use the time to get your CRM, email lists, phone numbers all tidied up. Get rid of the leads that are not really prospects at all so that in 2022 everything has the best chance to convert.

4. 𝘾𝙖𝙧𝙧𝙮 𝙤𝙣, 𝙗𝙪𝙩 𝙙𝙤𝙣’𝙩 𝙗𝙚 𝙖 𝙎𝙝𝙚𝙚𝙥

If everyone else stops, you might be the opportunist that finds the decision maker picking up when half the office is getting rid of their annual leave. Or, the end of year contract that hasn’t been agreed yet. Also, 2022 Calendars are likely to be quiet now, but rest assured, once everyone comes back, they will super focused on protecting their diary. 𝐆𝐞𝐭 𝐲𝐨𝐮𝐫 𝐦𝐞𝐞𝐭𝐢𝐧𝐠 𝐢𝐧 𝐧𝐨𝐰.

If you are sending emails, avoid the “Festive Greetings / Happy Holidays” subject lines, they are more likely to get deleted.

5. 𝙏𝙧𝙖𝙙𝙚 𝙤𝙣 𝙁𝙚𝙨𝙩𝙞𝙫𝙚 𝘾𝙝𝙚𝙚𝙧

People’s moods are naturally more buoyant. Use that in your favour. Work harder on building rapport by asking about their holiday plans, the office lunch, Secret Santa. There’s some good news out there and positivity creates opportunity.

Overall, be persistent, keep calm, and work hard now to either win over your priorities, or come back to 2022 with some great things to look forward to.

👉 Find, Convert and Keep Clients Like a Habit

Leave a Reply

Your email address will not be published. Required fields are marked *