It’s no secret that the week of Thanksgiving ushers in a new mindset. Traveling to be with family, holiday parties, lots of shopping and many other holiday complications can be major distractions for many people, from Thanksgiving through New Year’s Day. Contrary to popular belief, this is a great time for small businesses to close more deals. To do so, you must deploy a different closing strategy!
Here are three ways to close more deals during the holidays:
1. Check in when the competition has checked out.
This time of year brings special challenges for maintaining focus and sales productivity. Sales professionals struggle with activity targets, and many prospects delay purchase decisions until the new year. Plenty of small businesses just throw in the towel and don’t even try. This presents a valuable opportunity for you, because not ALL of your prospects will be uninterested in buying! While your competition is focused on cooking, partying, and shopping, connect with your pipeline and consider my second suggestion.
2. Make a deal.
Offer “end of the year” discounts with expiration dates. Give a 10, 15, or 20 percent discount for prospects willing to purchase before December 20.
3. Focus on the Big 10.
Given the condensed selling season, it’s counterproductive to focus on your entire pipeline. Identify your top ten prospects and make it a priority to close them or move the needle. If a full contract cannot be executed by mid-December, have an “intent to purchase” letter ready for on-location execution.
Ideally, your holiday strategy is planned well in advance of Thanksgiving, but that doesn’t mean it’s too late for this year. As the office quiets down with every person who checks out, use that time to create a simple special offer and go after your Big 10. You just might secure a couple of great contracts, and your new clients will be thankful for the gift of the unexpected discount!
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