What I have found, however, is that this can be a great time to prospect… with a strategy. We aren’t giving them any kind of hard sell. If you are not picking up the phone or sending that email, your success rate is 0%. – Increased response rates due to decreased workload. Email prospecting is business communication with individuals. One other thing to keep in mind: don’t overdo it. and useful resources delivered right to Call, email, reach out through LinkedIn, call some more. 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. 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? The Wednesday before Thanksgiving and the night before Christmas Eve are two of the slowest days of the year. Holiday call blitzes offer two advantages. All is not lost, however. Now, as a manager of a BDR team, Owusu organizes call blitzes for his team the week prior to Thanksgiving and in early December. 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. 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. “I did everything I needed to do within a quarter for preparation over a three-day period,” Owusu said. At the same time they’re more festive and personal than other days. And there is a silver lining to OOO replies: They often come with phone numbers and other employee contacts. 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. 5 steps to holiday social prospecting ... October 31, 2018 at 08:35 AM. 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! It’s going to be hard to catch prospects, so persistence and frequency are critical. 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. Ditch Formulaic Emails and Make Prospecting Fun. His team focuses on prospects who have shown an interest in 6sense or who it’s reached out to in the past. Go over your contact lists. 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. 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. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. Just remember to keep things fun and light and let the conversation unfold naturally. 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. She logs into Remine and types 3880 Rodman St. in the search bar. Resist the temptation to play the numbers game to make up for lost time. About 3,000 messages from companies trying to use that holiday’s name to get your attention. Because I do so much work with companies in the enterprise software industry, I’ve come across your company’s website on several occasions. “It’s the easiest way to get your foot in the door.”. Everyone knows that, but don't be pushy. Tip #6: Network In today’s selling environment, the ability to deliver an effective sales email is absolutely essential to prospecting success. “The minute you play the numbers game, the quality goes down.”. “Personalization is successful any time of year, but especially now because it’s more relatable. So let me show you an example of a prospecting email that, in my opinion, is well done. 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. Here are just a few good holidays to consider emailing your prospects: The Fourth of July. Real estate prospecting postcards don’t have to be anything too fancy. Here are your key takeaways for prospecting in the holiday season… The holidays are notorious for being slow in the B2B space. In another, team members created a caroling video where the lyrics to “The 12 Days of Christmas” were changed to match the outreach process. Blog. It just requires coming in with a plan and taking what the season gives you. Send. 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. By prospecting during the holiday season, you are far more likely to reach a prospect with his or her guard down. For reps who are scrambling to hit quota, watching those messages accumulate can be discouraging. If you have international clients, try to remember their special days. 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. Holiday Prospecting Spirit November 25, 2020 in Blog. Help salespeople create urgency around the call to action when possible. “It’s important to check in with yourself and be realistic about where you stand and what it’s going to take to win.”. 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. Remember that as you put together your holiday emails you shouldn’t be looking to gather leads or opportunities in a straightforward way. Christmas, Chanukah, and New Years. Thanksgiving. December is a critical month to leave voicemails. 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. Starting after Thanksgiving, reps have a little more than two weeks to squeeze in as many meetings and outreach opportunities as possible. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. ... Be sure to have an email to follow-up your voicemail messages. Email Address Submit. If you don’t accept this assumption as a given, you’ll have many opportunities that others miss. 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. X. Everybody is going through a lot of the same stuff,” Pence said. 1.) And remember that the Canadian Thanksgiving is in October! First things first, you have to REACH out. Holiday Prospecting Tips: Wrapping Up. You don’t have to send anything romantic to let your prospects know that they are “special to you.”. Leave a voicemail with a promise to call back. Last year, Owusu’s reps sent gift cards and notes to prospects at the start of December. Mornings during the weekend and fringe holiday days, like the Friday after Thanksgiving, tend to be very productive for prospecting. © 2020 KLA Group. Instead, it just leads to burnout, Owusu said. International holidays. When they respond to that, then you can move to set a time for the appointment. These simple emails open up the conversation from an amusing, non-threatening perspective. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. 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. 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. Sorting through those emails and combing them for information can give a rep a valuable edge in future outreach. 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. Make enough cold calls, send enough personalized emails and build enough connections on social media, and quota will be within reach. You know what a ton of reps do? 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. All Rights Reserved. Ultimately, good prospecting means not taking days off. your email each week. Recommendation: We recommend full prospecting activity, mention the holiday with the suggested meeting/call date being early Jan. – Open rates unaffected or increased. Even without this insight, you should make it a practice to revisit your prospect list at least four times by email. And prospecting during holidays, it turns out, is definitely the smart move. Send follow up emails. Those customers offer the highest chances at converting. 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. It can also help to send gifts. Get creative with these Holiday cards that ask for their business! But it’s worth it. 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. By the end of December, however, there’s not much a rep can do to change their fate. If you learned our Bloodhound Follow-up Strategy in our Sales Prospecting for Profits training, follow it closely. Each prospecting email should contain a simple, direct call to action, such as a request for a brief discovery call. “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. Valentine’s Day. If you can keep track of your clients’ and prospects’ birthdays, that makes it a perfect time to get in touch with them. “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.”. It just requires coming in with a plan and taking what the season gives you. 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. We celebrate Memorial Day in May, for example, or Independence Day, but our international customers don’t. “If somebody sees you put in the effort and took the time, they’ll respect that and it’ll warrant some sort of reply.”. Don’t send emails on a public holiday. 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. 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. 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. “I did everything I needed to do within a quarter for preparation over a three-day period. Since you are a stranger sending an unexpected and lengthy email, it is expected that it is a sales email. With the light holiday spirit in the office, things drop through the cracks. Your prospects aren’t as busy. In this process, you first need to identify the potential buyers, understand their actions and interests, attract them by offering great deals, etc. Dear Ms Eisenmann, We would like to say how much we enjoyed working with you this year. Leave a voicemail with promise to call back. “Get up with me after the holiday season.” ... and consultants in the areas of prospecting, closing, and recruiting today. It’s the season of good cheer and out-of-office replies. You send Holiday cards to your current customers why not send one that asks for business from new customers? 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. All the while there’s a quota to hit and fewer working days to do it in. Don’t fall for the trap of being like everybody else. Don’t fret. 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? Taking the time to personalize outreach is important any time of year, but it carries even more weight during the holidays. More on SalesChorus.ai Analyzed 35M Sales Calls in 2020. Email prospecting tools such as PipeCandy are about doing the right things at scale – which is to send very personalized emails at scale. For many reps, one of the biggest challenges to video prospecting is finding the time to do it. 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. At LeadIQ, SDR Manager Jamison Pence urges his team to use the holiday season as inspiration for their outreach. Send Calendar Invites for January. Example: Susie Sellers has a listing at 3880 Rodman St. and wants to search for potential sellers in that neighborhood. It also doesn’t hurt if it’s fun, added Pence. Prospecting during the holidays is not easy. 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. The phone is still a critical channel, but it is highly inefficient. 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. But email success isn’t just a matter of … “The following month, I just crushed my numbers.”, More on SalesDitch Formulaic Emails and Make Prospecting Fun. An example email. If you continue to use this site, you consent to our use of cookies. Here’s What It Learned. The following month, I just crushed my numbers.”. What makes a holiday such a great time to check in? Your prospects are being contacted in every way possible. All we’re trying to do is let them know that we’re thinking about them on a special day. 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. Don’t forget to be thanking your customers for their support this past year and taking time to determine what their current needs are. Everybody is going through a lot of the same stuff.”. 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. Prospecting letters is the salesy-term used to describe letters sent to potential clients introducing you as an agent. They are spending more than a quarter of the day just responding to email. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday. 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. 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. “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.”. The local chamber likely has a holiday … First, reps can set up meetings faster if they reach someone by phone, which is crucial during the shortened months. 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. For most of the year, sales reps control their own destinies. 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. This is a brief summary of how HPB delivers its holiday benefits. People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. Incorporating a video message into an email has proven to increase open rates fivefold, according to … 90 percent of email replies are sent within one day after the email is first opened. If you can track when the recipient reads or forwards your prospecting email, it is worth sending a follow-up email within 24 hours. Why not wish your customers and prospects a freedom from stress and worry over their long weekend? A time when meetings get postponed and contacts disappear for the remainder of the year. Stick with it. That means as much as 50 to 75% of the people on your list are likely to respond. Subject: Getting your case studies done . You are ... During holiday prospecting, you can leverage the goals of businesses for the next year. 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