Subscribe to get KLA Sales Tips, Advice, 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. “Get up with me after the holiday season.” ... and consultants in the areas of prospecting, closing, and recruiting today. – Increased response rates due to decreased workload. Here are your key takeaways for prospecting in the holiday season… The holidays are notorious for being slow in the B2B space. 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. And prospecting during holidays, it turns out, is definitely the smart move. So let me show you an example of a prospecting email that, in my opinion, is well done. These simple emails open up the conversation from an amusing, non-threatening perspective. First, reps can set up meetings faster if they reach someone by phone, which is crucial during the shortened months. 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. First things first, you have to REACH out. But email success isn’t just a matter of … People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. Since they have communicated with you before, these are all warm channels for you to reach out again. “If somebody sees you put in the effort and took the time, they’ll respect that and it’ll warrant some sort of reply.”. Your prospects are being contacted in every way possible. Email prospecting tools such as PipeCandy are about doing the right things at scale – which is to send very personalized emails at scale. 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. Last year, Owusu’s reps sent gift cards and notes to prospects at the start of December. “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. Prospects in the UK, for example, might be impressed if you remembered Guy Fawkes Day. “I did everything I needed to do within a quarter for preparation over a three-day period,” Owusu said. 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. The reverse is also true. His team focuses on prospects who have shown an interest in 6sense or who it’s reached out to in the past. Send. 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. Don’t fret. One other thing to keep in mind: don’t overdo it. “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 reason these emails work so well is that they’re fun, festive, and we’re not asking prospects to do anything. You are ... During holiday prospecting, you can leverage the goals of businesses for the next year. Call, email, reach out through LinkedIn, call some more. For most of the year, sales reps control their own destinies. They’re events that we all know, recognize, and celebrate for one thing, so you can start off on common ground. ... Be sure to have an email to follow-up your voicemail messages. Valentine’s Day. But it’s worth it. Ultimately, good prospecting means not taking days off. 90 percent of email replies are sent within one day after the email is first opened. Real estate prospecting postcards don’t have to be anything too fancy. 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. 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 Tips: Wrapping Up. It just requires coming in with a plan and taking what the season gives you. Don’t draw attention upon yourself by doing what’s unexpected in normal business communication. An example email. Because I do so much work with companies in the enterprise software industry, I’ve come across your company’s website on several occasions. 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. It can be difficult to carve out a window when there are cold calls to make and emails to send. Mornings during the weekend and fringe holiday days, like the Friday after Thanksgiving, tend to be very productive for prospecting. Given that, decide on your strategy. Incorporating a video message into an email has proven to increase open rates fivefold, according to … Chorus.ai Analyzed 35M Sales Calls in 2020. We celebrate Memorial Day in May, for example, or Independence Day, but our international customers don’t. 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. We use cookies to enhance site navigation, analyze site usage, and assist in our marketing efforts. “I did everything I needed to do within a quarter for preparation over a three-day period. 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. 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. Leave a voicemail with a promise to call back. 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. Leave a voicemail with promise to call back. It’s the season of good cheer and out-of-office replies. The local chamber likely has a holiday … In another, team members created a caroling video where the lyrics to “The 12 Days of Christmas” were changed to match the outreach process. By the end of December, however, there’s not much a rep can do to change their fate. 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. In December it’s going to take all 9 prospecting attempts. “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. You know what a ton of reps do? A good week for prospecting, reducing workload means better attended email inboxes. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. To save yours from living in the trash, try to keep them brief, relevant and straightforward. Remember that as you put together your holiday emails you shouldn’t be looking to gather leads or opportunities in a straightforward way. There’s still time to hit quota. The Wednesday before Thanksgiving and the night before Christmas Eve are two of the slowest days of the year. Call, email, reach out through LinkedIn, call some more. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. Make enough cold calls, send enough personalized emails and build enough connections on social media, and quota will be within reach. All Rights Reserved. Christmas, Chanukah, and New Years. If you don’t accept this assumption as a given, you’ll have many opportunities that others miss. Make sure that you have time to follow up on all the responses you do get. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday. According to to the outsourced demand generation and training firm, VorSight , it takes 22.5 dials before you can have a meaningful conversation. and useful resources delivered right to When visiting family/friends during the holiday and/or vacation months… 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? Don’t send emails on a public holiday. We aren’t giving them any kind of hard sell. 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. Ditch Formulaic Emails and Make Prospecting Fun. “The minute you play the numbers game, the quality goes down.”. Subject: Getting your case studies done . Don’t fall for the trap of being like everybody else. About 3,000 messages from companies trying to use that holiday’s name to get your attention. “The following month, I just crushed my numbers.”, More on SalesDitch Formulaic Emails and Make Prospecting Fun. Second, it allows them to sidestep the inbox black hole. 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. If you are not picking up the phone or sending that email, your success rate is 0%. Here’s What It Learned. With the light holiday spirit in the office, things drop through the cracks. Tip #6: Network 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. It just requires coming in with a plan and taking what the season gives you. In today’s selling environment, the ability to deliver an effective sales email is absolutely essential to prospecting success. Resist the temptation to play the numbers game to make up for lost time. Starting after Thanksgiving, reps have a little more than two weeks to squeeze in as many meetings and outreach opportunities as possible. Go over your contact lists. “It’s the easiest way to get your foot in the door.”. Those days aren’t a total wash, though. Six Fresh Ideas for Successful Holiday Prospecting. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. 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. It’s going to be hard to catch prospects, so persistence and frequency are critical. Owusu still remembers the panic he felt during his first holiday season (and first quarter) in sales five years ago. Send Calendar Invites for January. Here are 6 ways to help you stand out and get the appointment during the busy holiday season. 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. 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. That includes researching, sifting through notes to find priority accounts to reach out to or scheduling cadences. At LeadIQ, SDR Manager Jamison Pence urges his team to use the holiday season as inspiration for their outreach. The holidays are no time to stop prospecting for new business. X. 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