“After the holidays, I’m going to …”
“At the first of the year, I’m going to …”
“When things get back to normal, I’m going to …”
Don’t let your sales pros use the holidays as an excuse to stagnate. Instead, encourage them to use the season of parties and fun to meet next year’s best clients and gate openers. Pass on these tips:
Holiday parties are terrific face-to-face opportunities to reconnect with people we know, who introduce us to people we don't. And because the atmosphere is festive, there’s time to have real conversations, get longer responses, and offer thoughtful suggestions. In fact, parties may be second only to the golf course as a great place to find out if you like someone, if they share your values, and if you can meet their requirements.
Kinda makes you want to go to a party, doesn’t it?!
Be sure to:
HAVE CARDS HANDY.
If a new acquaintance wants to get in touch after the holiday, make it easy.
LEAVE THE BROCHURES AT THE OFFICE.
Parties are for eating and drinking and talking and laughing. If you hand someone a brochure, they'll use it as a coaster. Save promo material for your follow through.
HAVE AN INTERESTING STORY READY.
You can count on people asking what’s new. Be ready with an interesting answer. “Oh, you know, same old, same old” is a missed opportunity.
FIND OUT WHAT YOU HAVE IN COMMON.
Having a conversation with someone you've never met before can seem uncomfortable. Work to find out what you have in common, and you've made a friend.