All is not lost, however. Use resources like Chase’s Calendar of Events for a list of both international and quirky events, like Chinese New Year or National Ice Cream Day. “I did everything I needed to do within a quarter for preparation over a three-day period,” Owusu said. Resist the temptation to play the numbers game to make up for lost time. Call, email, reach out through LinkedIn, call some more. Each prospecting email should contain a simple, direct call to action, such as a request for a brief discovery call. Here are your key takeaways for prospecting in the holiday season… The holidays are notorious for being slow in the B2B space. “I did everything I needed to do within a quarter for preparation over a three-day period. The Wednesday before Thanksgiving and the night before Christmas Eve are two of the slowest days of the year. Where some prospects take off for the end of the year, others have an expiring budget to spend and are more open to taking a meeting. Prospecting letters is the salesy-term used to describe letters sent to potential clients introducing you as an agent. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. And there is a silver lining to OOO replies: They often come with phone numbers and other employee contacts. Prospects in the UK, for example, might be impressed if you remembered Guy Fawkes Day. Send follow up emails. For instance, identify immediate pain points that the call may alleviate, or reference a limited time offer that’s relevant to the prospect’s situation. Don’t send emails on a public holiday. A good week for prospecting, reducing workload means better attended email inboxes. Now, as a manager of a BDR team, Owusu organizes call blitzes for his team the week prior to Thanksgiving and in early December. And prospecting during holidays, it turns out, is definitely the smart move. About 3,000 messages from companies trying to use that holiday’s name to get your attention. Example: Susie Sellers has a listing at 3880 Rodman St. and wants to search for potential sellers in that neighborhood. Everyone knows that, but don't be pushy. One other thing to keep in mind: don’t overdo it. First, reps can set up meetings faster if they reach someone by phone, which is crucial during the shortened months. But it’s worth it. In order to pull off a successful blitz, Owusu suggests identifying target accounts and planning a few personalized nuggets for each one to kick off the conversation. Make sure you don’t send emails about North American holidays to prospects overseas, as it creates a bad impression and could damage the relationship. That boost can be the difference between meeting quota and missing the mark. The holidays are no time to stop prospecting for new business. In the messages, they wrote that they hoped the card could be used to help them buy a gift for a family member, and then asked if they had time to meet. For many reps, one of the biggest challenges to video prospecting is finding the time to do it. It also doesn’t hurt if it’s fun, added Pence. 5 holiday prospecting tips you can put to work today. We celebrate Memorial Day in May, for example, or Independence Day, but our international customers don’t. Six Fresh Ideas for Successful Holiday Prospecting. This is a brief summary of how HPB delivers its holiday benefits. You’ll want to be sure to include your name, phone number, email, website, a photo of yourself, a photo of a property you’ve helped manage, and a few lines about what makes you unique or special in your services. People are more likely to listen to a voicemail than read an email when they come back from vacation, Owusu said. Because people tend to be in a better mood around a holiday, and because everyone likes to get a personal note wishing them well, holiday emails tend to garner a much higher response rate than your “normal” prospecting methods. In one message, a sales rep tied the experience of returning a gift to bounce-back emails: “Although my uncle might be taking back the holiday sweater this year, at least I know LeadIQ’s verified email addresses won’t bounce back.”, “Personalization is successful anytime of year, but especially now because it’s more relatable. Since they have communicated with you before, these are all warm channels for you to reach out again. And remember that the Canadian Thanksgiving is in October! I also like to email contacts on my own birthday, to let them know that I’m celebrating and to wish them a great day as well. In another, team members created a caroling video where the lyrics to “The 12 Days of Christmas” were changed to match the outreach process. It can be easy to overwork during those final days, thinking that working late will get you to your quota like previous quarters. Instead, it just leads to burnout, Owusu said. Make sure that you have time to follow up on all the responses you do get. “Get up with me after the holiday season.” ... and consultants in the areas of prospecting, closing, and recruiting today. “I remember getting excited about the fact that calling this time of year can be an effective [strategy] if you do it at the right times,” Owusu said. If you don’t accept this assumption as a given, you’ll have many opportunities that others miss. Blog. – Increased response rates due to decreased workload. As important as it is for sales reps to make the most of their outreach opportunities during the holiday season, it’s also important to be conscious of the days when people are going to be less responsive. The key to any outreach strategy this time of year — whether it’s a sales carol or a gift card — is that it’s personal and is based around providing the customer value, Owusu said. That includes researching, sifting through notes to find priority accounts to reach out to or scheduling cadences. Instead of trying to pull all-nighters to schedule a last-minute meeting, Owusu recommends SDRs use that time to do research and take care of their administrative duties. Leave a voicemail with promise to call back. Don’t draw attention upon yourself by doing what’s unexpected in normal business communication. When visiting family/friends during the holiday and/or vacation months… If you can track when the recipient reads or forwards your prospecting email, it is worth sending a follow-up email within 24 hours. These simple emails open up the conversation from an amusing, non-threatening perspective. People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. Your prospects aren’t as busy. “Personalization is successful any time of year, but especially now because it’s more relatable. That means as much as 50 to 75% of the people on your list are likely to respond. Here’s What It Learned. We aren’t giving them any kind of hard sell. She logs into Remine and types 3880 Rodman St. in the search bar. Christmas, Chanukah, and New Years. You are ... During holiday prospecting, you can leverage the goals of businesses for the next year. Your prospects are being contacted in every way possible. Here’s What It Learned. Chorus.ai Analyzed 35M Sales Calls in 2020. Given that, decide on your strategy. These can be sent as emails; however, care and concern are the top qualities a buyer and seller want in their real estate agent, which are difficult traits to convey when you aren’t willing to risk the time and expense of using a stamp. Send Calendar Invites for January. The whole point is that the exchange has moved along organically, without being forced or having some kind of ulterior sales motive other than to wish them a happy holiday. Mornings during the weekend and fringe holiday days, like the Friday after Thanksgiving, tend to be very productive for prospecting. An example email. The best thing a rep can do at the end of the holiday season is set their sights on the next year and start preparing. Privacy Policy | Sitemap. In the same way, why not get in touch just before Thanksgiving to let everyone on your list know that you are thankful for them, and to wish them all a happy day of celebration. Ultimately, good prospecting means not taking days off. The reason these emails work so well is that they’re fun, festive, and we’re not asking prospects to do anything. Always eliminate the wordiness and keep it to 4 sentences MAX as most people stop paying attention only 30 seconds into an email. “The following month, I just crushed my numbers.”, More on SalesDitch Formulaic Emails and Make Prospecting Fun. Leave a voicemail with a promise to call back. Subject: Getting your case studies done . All Rights Reserved. Even without this insight, you should make it a practice to revisit your prospect list at least four times by email. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. By prospecting during the holiday season, you are far more likely to reach a prospect with his or her guard down. Get creative with these Holiday cards that ask for their business! Holiday call blitzes offer two advantages. 1.) Holiday Prospecting Spirit November 25, 2020 in Blog. For reps who are scrambling to hit quota, watching those messages accumulate can be discouraging. Taking the time to personalize outreach is important any time of year, but it carries even more weight during the holidays. Thank you for sharing! In December it’s going to take all 9 prospecting attempts. In this process, you first need to identify the potential buyers, understand their actions and interests, attract them by offering great deals, etc. At the same time they’re more festive and personal than other days. your email each week. For most of the year, sales reps control their own destinies. If you are not picking up the phone or sending that email, your success rate is 0%. All the while there’s a quota to hit and fewer working days to do it in. B2B sales prospecting is the process of identifying potential buyers for the products and services your firm produces.Prospecting is not a process of selling but it leads to the completion of the entire sales process. Sorting through those emails and combing them for information can give a rep a valuable edge in future outreach. More on SalesChorus.ai Analyzed 35M Sales Calls in 2020. December is a critical month to leave voicemails. Why not wish your customers and prospects a freedom from stress and worry over their long weekend? All we’re trying to do is let them know that we’re thinking about them on a special day. Help salespeople create urgency around the call to action when possible. Just remember to keep things fun and light and let the conversation unfold naturally. A time when meetings get postponed and contacts disappear for the remainder of the year. Although it can help to message them on the appropriate social media channel in the hopes that they’re checking their accounts, you should wait to call them until after they return from vacation. It can also help to send gifts. Since you are a stranger sending an unexpected and lengthy email, it is expected that it is a sales email. Staring at 54 percent to quota and an inbox full of OOO replies, he began to wonder how he would even make a career in sales work. Do that, and it won’t be long before you have even more to celebrate! WC 19 DEC – REDUCED ATTENDANCE Because I do so much work with companies in the enterprise software industry, I’ve come across your company’s website on several occasions. X. Incorporating a video message into an email has proven to increase open rates fivefold, according to … But in this ultra-competitive environment, your aim should be to work smarter, not harder. Everybody is going through a lot of the same stuff,” Pence said. In today’s selling environment, the ability to deliver an effective sales email is absolutely essential to prospecting success. So let me show you an example of a prospecting email that, in my opinion, is well done. 5 steps to holiday social prospecting ... October 31, 2018 at 08:35 AM. The reverse is also true. Step one when prospecting is to tap into your referral list. With the light holiday spirit in the office, things drop through the cracks. When they respond to that, then you can move to set a time for the appointment. It just requires coming in with a plan and taking what the season gives you. Stick with it. 2. Most people aren’t going to be working, and those who are are likely not looking to schedule any meetings. It’s going to be hard to catch prospects, so persistence and frequency are critical. “It’s important to start early with what works really well as opposed to hitting play and doing a batch-and-blast,” Owusu said. Don’t fall for the trap of being like everybody else. Use the address of a current listing to identify where you are prospecting. You know what a ton of reps do? To understand it fully, including how its over 1,400 properties cater for all types of holidaymaker and the extra Holiday Points free holiday opportunities and other offers available, you should find out more so that we can explain just how HPB can provide wonderful holidays for life. If you learned our Bloodhound Follow-up Strategy in our Sales Prospecting for Profits training, follow it closely. Because people tend to be in a better mood around a holiday, and because everyone likes to get a personal note wishing them well, holiday emails tend to garner a much higher response rate than your "normal" prospecting methods. Hi Mark, I’ve been meaning to contact you. Many salespeople look at holiday weeks as a time they can take their foot off the gas “no one is working anyway.” Contrary to their belief – I find prospecting on holiday weeks PROFITABLE! © 2020 KLA Group. The following month, I just crushed my numbers.”. Remember that as you put together your holiday emails you shouldn’t be looking to gather leads or opportunities in a straightforward way. “I remember getting excited about the fact that calling this time of year can be an effective [strategy] if you do it at the right times.”. Starting after Thanksgiving, reps have a little more than two weeks to squeeze in as many meetings and outreach opportunities as possible. We very much look forward to continuing to work with you next year and wish both you and your team a very happy holiday period, and a healthy and prosperous New Year. By the end of December, however, there’s not much a rep can do to change their fate. Owusu still remembers the panic he felt during his first holiday season (and first quarter) in sales five years ago. Ditch Formulaic Emails and Make Prospecting Fun. Those days aren’t a total wash, though. But email success isn’t just a matter of … They give you an easy reason to reach out in a personalized, non-sales approach to reach those elusive prospects on your list. First things first, you have to REACH out. Holiday Prospecting Tips: Wrapping Up. Email prospecting tools such as PipeCandy are about doing the right things at scale – which is to send very personalized emails at scale. Everybody is going through a lot of the same stuff.”. Valentine’s Day. Subscribe to get KLA Sales Tips, Advice, If you can keep track of your clients’ and prospects’ birthdays, that makes it a perfect time to get in touch with them. It’s the season of good cheer and out-of-office replies. Recommendation: We recommend full prospecting activity, mention the holiday with the suggested meeting/call date being early Jan. – Open rates unaffected or increased. Email prospecting is business communication with individuals. Just remember to keep things fun and light and let the conversation unfold naturally. “The minute you play the numbers game, the quality goes down.”. Go over your contact lists. The replies often trickle in during Thanksgiving week, and then pick up toward the end of December as people decide to take off for the rest of the year. They’re events that we all know, recognize, and celebrate for one thing, so you can start off on common ground. Thanksgiving. Prospecting during the holidays is not easy. To save yours from living in the trash, try to keep them brief, relevant and straightforward. It can be difficult to carve out a window when there are cold calls to make and emails to send. Email could be the most effective way for salespeople to get attention today. “It’s important to check in with yourself and be realistic about where you stand and what it’s going to take to win,” Owusu said. If a prospect is on vacation, however, it’s important to respect their boundaries. The phone is still a critical channel, but it is highly inefficient. Send. It’s a good time to put your head down, and do some really cool experiments with prospecting.” Think about this: anytime a holiday rolls around, what’s the one guarantee in your email inbox? According to to the outsourced demand generation and training firm, VorSight , it takes 22.5 dials before you can have a meaningful conversation. Oh man, this one drives me nuts! Reaching out via email during any holiday is a great way to connect with prospects you haven’t been able to get a hold of, or who haven’t responded to other approaches. If possible, set up a multi-touch sequence that involves email, phone, and LinkedIn messaging. ... Be sure to have an email to follow-up your voicemail messages. Here are just a few good holidays to consider emailing your prospects: The Fourth of July. Share with Email. Don’t forget to be thanking your customers for their support this past year and taking time to determine what their current needs are. Dear Ms Eisenmann, We would like to say how much we enjoyed working with you this year. Don’t fret. Real estate prospecting postcards don’t have to be anything too fancy. “If somebody sees you put in the effort and took the time, they’ll respect that and it’ll warrant some sort of reply.”. You can let them know that you can help them to get the New Year started on the right track by helping them get going with specific goals now. They are spending more than a quarter of the day just responding to email. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. Last year, Owusu’s reps sent gift cards and notes to prospects at the start of December. Their birthday, or your own. Make enough cold calls, send enough personalized emails and build enough connections on social media, and quota will be within reach. Smart sellers can use holidays as an occasion to reach out to their prospects via email …especially contacts that have been hard to reach in the past. During that time, people may be checking their email less often, but they’re still picking up their phones and staying active on social media. Even though prospects are typically busier toward the end of the year, the personal touch and effort that goes into the messages often compel them to respond, Pence said. “It’s the easiest way to get your foot in the door.”. What I have found, however, is that this can be a great time to prospect… with a strategy. Those customers offer the highest chances at converting. There’s still time to hit quota. Second, it allows them to sidestep the inbox black hole. What makes a holiday such a great time to check in? You send Holiday cards to your current customers why not send one that asks for business from new customers? Call, email, reach out through LinkedIn, call some more. The local chamber likely has a holiday … That means as much as 50 to 75% of the people on your list are likely to respond. “It’s important to check in with yourself and be realistic about where you stand and what it’s going to take to win.”. KLA Group provides custom lead generation services for IT providers proven to grow your business in 2020, plus enterprise level sales training & support to generate more revenue. If you continue to use this site, you consent to our use of cookies. Reaching out via email during any holiday is a great way to connect with prospects you haven’t been able to get a hold of, or who haven’t responded to other approaches. Here are 6 ways to help you stand out and get the appointment during the busy holiday season. His team focuses on prospects who have shown an interest in 6sense or who it’s reached out to in the past. Email Address Submit. The December holiday season is the perfect time to thank people for their business, wish them a safe and happy new year, and mention that you’d love to get the chance to work with them in the future. At LeadIQ, SDR Manager Jamison Pence urges his team to use the holiday season as inspiration for their outreach. When I was a sales manager, I used to see reps on my team get the typical holiday objection we just talked about and be told to reach back out in the new year. 5 Ways to Make Your Prospecting More Effective During the Holidays, Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at. Tip #6: Network As we prepare to celebrate Independence Day in the United States, I hope you’ll remember that this isn’t just a time of the year for cookouts and fireworks. International holidays. 90 percent of email replies are sent within one day after the email is first opened. “It doesn’t mean you can’t win or do well, but it’s important to be aware of the environment and give yourself breaks instead of just burning out.”. Using that time wisely can give a rep a head start on their prospecting in December or January, allowing them to schedule more outreach messages or add more creativity. and useful resources delivered right to Read about how we use cookies and how you can control them by visiting our Cookie Policy Page. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday. So, based on those unofficial statistics, what can you do to make the most of your time holiday prospecting through the close of the year? It just requires coming in with a plan and taking what the season gives you. Call every few days. Top executives and decision-makers are rarely away from their computers and it’s a way to reach people while many of your competitors take time off. Almost 21% of prospecting emails get opened, according to MailChimp research.Meanwhile, only about 2% of cold calls go anywhere worthwhile.. For Owusu, one of the hallmarks of the holiday season is the flurry of out-of-office replies that pile up in the sales rep’s inbox. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. If you have international clients, try to remember their special days. In fact, when you do receive responses from prospective clients, my advice would be to keep things light and just remind them that you’d love to get together to catch up. You don’t have to send anything romantic to let your prospects know that they are “special to you.”. We use cookies to enhance site navigation, analyze site usage, and assist in our marketing efforts.
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