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. Here are 6 ways to help you stand out and get the appointment during the busy holiday season. “If somebody sees you put in the effort and took the time, they’ll respect that and it’ll warrant some sort of reply.”. Here’s What It Learned. In today’s selling environment, the ability to deliver an effective sales email is absolutely essential to prospecting success. Second, it allows them to sidestep the inbox black hole. Subject: Getting your case studies done . 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. It’s going to be hard to catch prospects, so persistence and frequency are critical. Make enough cold calls, send enough personalized emails and build enough connections on social media, and quota will be within reach. 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. That means as much as 50 to 75% of the people on your list are likely to respond. Given that, decide on your strategy. Remember that as you put together your holiday emails you shouldn’t be looking to gather leads or opportunities in a straightforward way. Help salespeople create urgency around the call to action when possible. If possible, set up a multi-touch sequence that involves email, phone, and LinkedIn messaging. It just requires coming in with a plan and taking what the season gives you. For many reps, one of the biggest challenges to video prospecting is finding the time to do it. They give you an easy reason to reach out in a personalized, non-sales approach to reach those elusive prospects on your list. 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. Incorporating a video message into an email has proven to increase open rates fivefold, according to … “Personalization is successful any time of year, but especially now because it’s more relatable. 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. Even without this insight, you should make it a practice to revisit your prospect list at least four times by email. 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. Always eliminate the wordiness and keep it to 4 sentences MAX as most people stop paying attention only 30 seconds into an email. 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. His team focuses on prospects who have shown an interest in 6sense or who it’s reached out to in the past. 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. That means as much as 50 to 75% of the people on your list are likely to respond. When visiting family/friends during the holiday and/or vacation months… Instead, it just leads to burnout, Owusu said. Example: Susie Sellers has a listing at 3880 Rodman St. and wants to search for potential sellers in that neighborhood. The following month, I just crushed my numbers.”. Dear Ms Eisenmann, We would like to say how much we enjoyed working with you this year. The Wednesday before Thanksgiving and the night before Christmas Eve are two of the slowest days of the year. Email could be the most effective way for salespeople to get attention today. Read about how we use cookies and how you can control them by visiting our Cookie Policy Page. Thank you for sharing! A time when meetings get postponed and contacts disappear for the remainder of the year. In this process, you first need to identify the potential buyers, understand their actions and interests, attract them by offering great deals, etc. It’s the season of good cheer and out-of-office replies. 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. Share with Email. Everybody is going through a lot of the same stuff.”. 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. Prospects in the UK, for example, might be impressed if you remembered Guy Fawkes Day. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. “The following month, I just crushed my numbers.”, More on SalesDitch Formulaic Emails and Make Prospecting Fun. Here are just a few good holidays to consider emailing your prospects: The Fourth of July. 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? And prospecting during holidays, it turns out, is definitely the smart move. By the end of December, however, there’s not much a rep can do to change their fate. Starting after Thanksgiving, reps have a little more than two weeks to squeeze in as many meetings and outreach opportunities as possible. 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. Your prospects are being contacted in every way possible. “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. Holiday call blitzes offer two advantages. Use the address of a current listing to identify where you are prospecting. Call, email, reach out through LinkedIn, call some more. We celebrate Memorial Day in May, for example, or Independence Day, but our international customers don’t. An example email. Call every few days. “It’s important to start early with what works really well as opposed to hitting play and doing a batch-and-blast,” Owusu said. Since you are a stranger sending an unexpected and lengthy email, it is expected that it is a sales email. 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? Taking the time to personalize outreach is important any time of year, but it carries even more weight during the holidays. “I did everything I needed to do within a quarter for preparation over a three-day period. 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. This is a brief summary of how HPB delivers its holiday benefits. 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. Holiday Prospecting Spirit November 25, 2020 in Blog. We use cookies to enhance site navigation, analyze site usage, and assist in our marketing efforts. Valentine’s Day. They’re events that we all know, recognize, and celebrate for one thing, so you can start off on common ground. Ditch Formulaic Emails and Make Prospecting Fun. Those days aren’t a total wash, though. A good week for prospecting, reducing workload means better attended email inboxes. If you don’t accept this assumption as a given, you’ll have many opportunities that others miss. © 2020 KLA Group. Do that, and it won’t be long before you have even more to celebrate! “It’s important to check in with yourself and be realistic about where you stand and what it’s going to take to win.”. It can be difficult to carve out a window when there are cold calls to make and emails to send. Stick with it. Privacy Policy | Sitemap. “I did everything I needed to do within a quarter for preparation over a three-day period,” 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. Almost 21% of prospecting emails get opened, according to MailChimp research.Meanwhile, only about 2% of cold calls go anywhere worthwhile.. First, reps can set up meetings faster if they reach someone by phone, which is crucial during the shortened months. You send Holiday cards to your current customers why not send one that asks for business from new customers? Christmas, Chanukah, and New Years. The phone is still a critical channel, but it is highly inefficient. If a prospect is on vacation, however, it’s important to respect their boundaries. All Rights Reserved. Send follow up emails. Email prospecting is business communication with individuals. It just requires coming in with a plan and taking what the season gives you. Step one when prospecting is to tap into your referral list. That includes researching, sifting through notes to find priority accounts to reach out to or scheduling cadences. Call, email, reach out through LinkedIn, call some more. Prospecting letters is the salesy-term used to describe letters sent to potential clients introducing you as an agent. The holidays are no time to stop prospecting for new business. But it’s worth it. 5 steps to holiday social prospecting ... October 31, 2018 at 08:35 AM. Six Fresh Ideas for Successful Holiday Prospecting. “Get up with me after the holiday season.” ... and consultants in the areas of prospecting, closing, and recruiting today. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. All is not lost, however. When they respond to that, then you can move to set a time for the appointment. 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. You don’t have to send anything romantic to let your prospects know that they are “special to you.”. All the while there’s a quota to hit and fewer working days to do it in. 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. Last year, Owusu’s reps sent gift cards and notes to prospects at the start of December. Hi Mark, I’ve been meaning to contact you. First things first, you have to REACH out. Here’s What It Learned. 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. Send. Thanksgiving. Why not wish your customers and prospects a freedom from stress and worry over their long weekend? Leave a voicemail with a promise to call back. Your prospects aren’t as busy. 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. Now, as a manager of a BDR team, Owusu organizes call blitzes for his team the week prior to Thanksgiving and in early December. Since they have communicated with you before, these are all warm channels for you to reach out again. If you can track when the recipient reads or forwards your prospecting email, it is worth sending a follow-up email within 24 hours. 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