In Prospecting

December Prospecting, Donald Kelly, The Sales Evabgelist PodcastIs December a horrible time to prospect? You can’t find people during this time of year so you might as well not do anything. Well, this kind of mindset is actually wrong.

Today, I’m sharing with you some insights into prospecting in December and whether it’s worth it or not. Although industries may differ, there are ways that you can be effective in prospecting even on the last month of the year.

5 Reasons Why You Should Prospect in December:

  1. People are nicer at this time of year.

People tend to be more receptive during the holidays so take advantage of that and build a relationship with your customers. They may not buy now but you’re basically building an opportunity for 2017.

  1. Most of the other salespeople are quitting.

Make sure to hustle and do the opposite of what everyone else is doing. Some of the gatekeepers that are blocking your access to high level executives are on vacation so this is the perfect time for you to take advantage of this. There is less competition as well.

  1. Some of your buyers have got money to spend.

Some people have fiscal years that end in October so they still have time in December to offload money. These people might be looking for projects to spend on now which they hope to get in 2017. See if there are opportunities they can take advantage of in 2017 which they can already buy now.

  1. People are planning for 2017 so give them some value and help them.

Some people are putting things in place and getting reports done as well as ideas and plans. Think of an unconsidered need that your prospects don’t know about that you can bring to their attention. Share with them some things which your services can help them with in 2017.

  1. Focus on key Dream 100 clients for 2017.

Focus on key accounts you need to take advantage of. You need to focus on some key accounts as opposed to millions of them. Come up with your top 100 clients you want to tap into and start prospecting some of them to see if you can start building relationships.

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