Why is December is a great time to reach out to prospects?

What is your favourite time of year? For me, it’s Halloween through to Easter. I count down the days to Halloween, because even though it gets some slack for being commercialised and American, I think it is the one time of the year when we can enjoy meeting others in our communities, that is, where we actually live! 

Then comes Melbourne Cup, Guy Fawkes, Thanksgiving for those who honour it ( I agree with a comment I heard recently that this is what we SHOULD be importing from the US – it is a great tradition), lead up to Christmas, Christmas and New Year, Summer holidays, then Waitangi Day and Easter. The fact that this time of the year is warmer helps of course too.

I particularly like the lead up to Christmas. Everyone generally seems just a little bit more….playful! I do get that it can be a particularly stressful time if you are financially stretched. Personally, I love what both Geoff’s and my extended families have agreed to do, which is buy for one person and pick a name out of a hat. Children under 14 get presents, but you aren't spending countless hours and money getting presents for everyone else.

We all hear that sales drop at Christmas time, and often people just let lead generation go. But personally, I find that this is one of the best times to reach out, and particularly by telephone and to those who you have been in touch with over the year. Here’s why;

  1. They are generally more relaxed, and consciously winding down for Christmas
  2. You are generally more relaxed, and that comes across in your style!
  3. Ringing someone I think is more personal than sending a Christmas card
  4. You can offer to catch up before Christmas, or in the New Year, but DO make the appointment (my diary is looking nice and full already in January)
  5. Often people come back from holiday having reflected on their life, so are potentially more open to change and looking at ways people like you can support them
  6. Most industries wind down a bit, so you aren’t so busy doing your normal day to day stuff, and have the capacity to pick up the phone.
  7. You can use the motivator of going away for Christmas knowing that your pipeline is looking good.

There is a part of me that would love nothing more than to have a wee day time snooze, and take it easy for the next two and ½ weeks, but I know that it’s not long until I actually can do that and in the meantime, I may as well set myself (and my prospects) up powerfully for 2015. 

Have a great week.


Posted on December 4, 2014 .