As the end of the year arrives, many salespeople find that their leads are winding down and they don’t have as many opportunities to make a sale. You don’t want to watch your commission go down during this time of year! People don’t stop having needs in November and December. The trick is learning to take advantage of those needs to finish out your year strong.
Take Advantage of the Holidays
People tend to spend more money during the holiday season than they do at any other time of the year. Even if you don’t offer an item or service that is typically considered a great holiday gift, find a way to package it so that you can offer deals and incentives throughout November and December. Consider offering a great discount, suggesting reasons why your service or product would fill a great need in people’s lives this holiday season.
Real estate agents, for example, could create a “move home for the holidays” campaign that will speak to people who thinking about changing residences in the near future. November and December might be slower times for moves, but you can still take advantage of people who are in need of a new home now. Don’t assume that because it’s typically a slow season, you can rest! This is a great time of year to shift your outreach to reflect the holiday season and speak to peoples’ emotions.
Work Leads Effectively
Many people have an increased level of stress during the holidays. They also have a greater number of things that have to be done: gifts to select and purchase, meals to plan, and travel plans for the holidays, for example. That means that during this busy season, the process of working leads may not look exactly the same as it does during the rest of the year.
- Set a specific time for next steps or to follow up with contacts so that it can be logged into customers’ calendars now, rather than getting lost in the hustle and bustle of the holiday season.
- Be more persistent, but patient. An average sale may take five contacts to close. Keep in mind that during the holidays, when people have more on their minds, it may take longer.
- Prepare information that contacts can take with them. Brochures, handouts, and other paperwork will make it easier for your customers to circle back around to the information you’re providing later, when they have more time for it.
Set the Stage for Next Year
This is a great time to start preparing for next year! Keep making contacts throughout the holiday season. Set appointments now for when the holidays are over: a date in January when you’ll show a house, an appointment for a meeting with one of your biggest clients after the New Year, or an invitation to a newly-constructed showroom after the holidays. Many of your clients will be relieved to know that they have one less thing to think about until January, and you’ll be setting the stage for a successful sales year next year.
The holiday season is also an excellent time to add value for your clients. Send a useful, well-thought-out gift to regular clients who often make big purchases. Look for a way to remind your clients of who you are and what you’ve been able to accomplish for them. You may be amazed by how that simple gesture pays off next year!
People don’t stop shopping for big-ticket items just because the end of the year has arrived. They may put those purchases off, lose track of where they are in the sales funnel, or find themselves too busy to follow up, but chances are, they’re still thinking about those needs. If you can take advantage of this season and lead the sales process, you’ll be able to watch your sales numbers increase in spite of the time of year.
An award-winning industry expert with over 20 years of experience developing successful sales teams, Lynne is known for providing immediately applicable information and techniques every time she takes the stage. Her high energy presentations keep the audience actively engaged and leaves them with practical solutions to improve their approach to sales. All services can be delivered virtually, live stream or on-site.