With Thanksgiving over and the holidays upon us there is no time to lose in prepping prospects to act starting in the new year. Typically, the time period between Thanksgiving and New Years is a waste land to those in sales. Volumes are on the lighter side, but your focus must be on laying the foundation for a HUGE January.
Some markets thrive this time of year, but traditional goods and services are typically flat. If you are new to a particular market this time of year is like treading water with a 20lb weight belt. Not too many "new" decisions are made due to the large amount of vacation time decision makers take over the holidays. Also, some companies are in their final month of a fiscal year and don't want to rock the boat or don't have money left to start a new project. However, this is the absolute BEST time to mentor a new relationship in preparation for the New Year.
Setting the stage for the New Year should be a goal during December. A little face time, strategically placed marketing material, and providing a solution in the hands of the right decision maker will make for a wonderful start to 2010. Remember that decision makers during the final month of the year or also setting the stage for a better New Year.
Do yourself a favor and set the stage for a GREAT New Year. If your in sales, talk to someone outside of your traditional network. If your in manufacturing, ask "why" and find a solution to the problem. If you're in retail...well you all won't be able to think during December. Just be pleased with the cash register ringing.
Finally, take a little time for yourself to reflect on what went right in 2009. Most will tell you to focus on the negative, but I say focus on your strengths and the good things that happened during 2009. Improving your strengths will only make for a better 2010.
Until next time...
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