What’s the verdict? Is it a brilliant idea or a flop? Many may argue in favor of seizing the holiday season as an opportunity to aggressively pursue prospects. It’s believed that this strategic push during festive periods can yield an upswing in lead generation.
Contrary to the counsel of certain renowned sales managers, who advocate holiday season prospecting, emphasizing that companies and decision-makers continue to function, but at a slower pace with more contemplative minds, here’s why I recommend letting clients be during this period:
- Post-Holiday Regrets: Prospects may express interest during this season, only to later harbor dissatisfaction, attributing their decisions to the holiday spirit and a lapse in judgment.
- Pre-Holiday Engagement: The ideal window for engagement falls in the 1-3 weeks leading up to the holidays. During this phase, there’s a sense of accomplishment, as individuals prepare to wind down for a break. It’s an opportune moment to present your solution.
- Strategic Synchronization: In cases where your clients, perhaps within a specific region, are known to observe a 2-week hiatus in May, it’s prudent to synchronize your own vacation with this period. Working during this time results in diminished efficiency, potential irritation of prospects and decision-makers, and fruitless conversations with office administrators. Taking a break, followed by a rejuvenated return, is the more strategic choice.
- Preliminary Scheduling: Connect with your clients before the holidays, scheduling a time for your discussions post their holiday. Such proactive consideration is well-received in today’s world, where respect for one’s time is highly valued.
While there’s always a slim chance of striking a monumental deal between Christmas and New Year, your business’s unique characteristics should guide your approach. I’ve made my choice – I opt for a break to savor the moments with my family. It’s after the holidays that I come back reinvigorated, armed with renewed productivity, and poised to deliver superior results.
Back in a day I have read some article from one of sales leaders in US, which had a point, that for US companies the best time to look for prospects in Europe is July/August, because its main holiday season in Europe, and most of local sales reps are also on leave, so the time is perfect to approach European DMs, is this strategy working? I leave for you to try.