I like getting out and selling during the holidays because most reps are not working. In fact, most of us are more concerned about what Xmas gift to buy the kids, wife, or parents, so we tend to slow down a bit during the holidays. And why not? We've worked hard all year. Right? Oh wait, that's right were in Sales, it's easy money. Bullshit. It's not easy at all. Therefore many of us dial it down ALOT during the holidays to recoup and get ready for next year. Is this a good idea? I say NO!
Here are 5 good reasons to make that little extra effort to sell during the holiday season, and remember I said little extra effort. It doesn't take a lot to make a difference, it's all about the timing.
1. Everyone Is Happier During The Holidays - Even that grumpy old contact, at one of your accounts or potential accounts, seems to be in a good mood during the holiday season. Hit them up for a visit or an appointment! They may be a sour puss during most of the year but around the holidays they warm up like instant cocoa. There are some people who are resistant to the jovial nature of the season, but they aren't worth selling to anyways. Get out there and take advantage of the good cheer.
2. Other Reps Are Shopping - I remember a few years ago it was a Friday, right before Christmas, and I was working in one of my hospitals around 4 pm. Not late, but late for a sales rep on a holiday weekend.
One of the nurses in the Intensive Care Unit said to me, "What the hell are you doing here? It's Friday. All the other reps have gone home."
"That's exactly why I'm here. No competition. Besides I didn't work at all this week so I figured I'd better get out and see some people. ", I replied and she laughed. It was all totally true. I find that if you just spend a few hours working when you know other people aren't,...there is no competition. It's just you and your customers/prospects.
3. You're Allowed To Be Goofy - The Holidays are an excuse for you to dress like Santa, or an elf, or even a Hanukkah bush, to amuse your customers/prospects. I can assure you that if you show up in a silly outfit or wearing even those ridiculous antlers that light up, people will give you some talking points. They might even laugh, and then all of their defenses come down, and you're able to talk to them. Buyers and customers tend to be very guarded all year round, but the holidays are different. Being a goofball is a great way to "break the ice", and at no other time of the year, is it more accepted than during the holidays. Heck dress up as a reindeer if you want, but don't leave any droppings on the customer's floor.
4. The Holidays Are A Time For Giving - During this wonderful time of year, it is customary to give people gifts. So give'em away! I know that in the medical field it's strictly forbidden to give out anything at all to a Health Care Professional, or HCP. But that doesn't mean you can't leave candy for them, or fruit, or something they can eat. Just make sure you "educate" them, on something or another about your company. For those of you who don't work in health care and have few restrictions, hell buy them lunch, or a gift basket, or a bottle of scotch. Anything to get the prospect's attention, and therefore get your company and your point across to them. Give freely of your time, your attention, and most of all your message.
I remember doing a joint call with a rep who was firmly entrenched in her territory and had a lot of customers. She was a distributor of my products so we made a few appointments together and when she showed up for the holidays with homemade pies, her customers went wild. I could have bought them lunch, gave them a pie myself, and they wouldn't have cared. But the fact that she made the pies herself, endeared her to those customers. They thought she was the greatest thing since.......sliced pie.
5. Santa Was A Salesman - Do you remember all those stop motion television specials about Christmas they made in the 1960's? The ones they still show every year on the Hallmark network or even on CBS? Like "Rudolph The Red Nosed Reindeer" or "The Year Without A Santa Claus"?
Well I can remember one of my favorites of those shows was "Santa Claus Is Coming To Town". In the story, Kris Kringle had to literally sell the kids on playing with toys because the Burgermeister Meisterburger had outlawed toys. Talk about a salesman! He got the kids to risk jail time for themselves, and even their parents just for a couple of toys! That is amazing, and he did it all with a little song. A creepy little song when you think about it, "If You Sit On My Lap Today", but still it worked! Santa knew what those kids needed....his products.
Many of you may not agree with me, and you'll choose to take the season off, and if it helps you recuperate, then I say, "Good for you!". However, I think it's best to just put forth an extra effort, at key times during the holiday season, and this will set you up for not only next year but this year as well. It's as easy as putting one foot in front of the other.
Happy Holidays and Good Luck Selling!
-M
Click on this link and you'll see what I'm talking about!
http://www.youtube.com/watch?v=OORsz2d1H7s
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