I see it happen all the time with sales reps during a holiday week;
They tell themselves all types of lies about it being a useless week to prospect.
They think that people won’t pick up their phones and open emails.
They convince themselves that everyone has “mentally checked out” so they too, “mentally check out”.
Many sales reps will fool themselves into believing that the days leading up to a holiday are great days for “admin” activities.
Oh, and don’t forget, you have to have some kind of grace period or something after a holiday, because God forbid you try and conduct business the day after a holiday weekend.
Next thing you know, you screwed yourself out of a week!
Here are a few reasons why you might want to increase your prospecting activity during holiday weeks.
- There will be less noise. Why? Because all your competitors will be using this holiday (or any holiday, including Groundhog Day) as an excuse NOT to prospect. When you marry a compelling message, with less overall noise, YOU stand out!
- When you you send an email during a holiday week, you get automated “Out of Office” replies which contain important pieces of the puzzle. Things like direct lines, cell phone #’s and even people to contact in their absence. Oh, and sometimes, that person they ask you to contact, in their absence, is actually a better person for you to be contacting.
- You might just find your potential client in a more festive mood. And why wouldn’t they be? In a few short days, they’re going to be firing up the grill and becoming one with their favorite adult beverage. And I can’t speak for you, but I tend to be in a WAY better mood when I know I have a much needed day off approaching.
- It’s one small step in attacking a much bigger productivity issue. If you tend to slack around holidays, and then you multiply the amount of holidays where you slack, it adds up. If you tend to slack over the summer and again come December until after the holidays, that adds up. If you tend to slack on Friday afternoons because we all know, NOBODY does business on a Friday afternoon, it adds up. If you tend to avoid prospecting on Monday mornings, THAT adds up. And that, ladies and gentlemen, is how you screw yourself out of a bigger paycheck; one holiday weekend at a time, one holiday week at a time, one holiday season at a time, one Friday at a time, one Monday at a time . . . One LAME excuse at a time!
The lesson I’m teaching my coaching clients these days, is to STOP being challenged by holidays and summer etc, and start LEVERAGING THEM!
Coming Soon, To A Computer Screen Near You
On July 21st, our Rock Star Academy program launches and the best part;
It’s going to take place right on your computer screen!
Here’s what I have planned for you . . .
Session 1 20 Ways To Create Opportunities: In this session, we’ll talk about severals ways to hunt for business differently. I’ll show you the places your competitors tend to miss and some approaches you probably haven’t considered.
Session 2 Meticulous Pre Call Planning: I’m going to show you what to look for, where to look for it and how to dramatically reduce the amount of time you spend researching.
Session 3 How To Get Your Email Opened, Read and Responded To: I’m going to show you, how to write a better subject line, capture their attention from “Hello” and a super cool tactic that will get you more responses.
Session 4 A Cure For The Common Cold Call: We’re going to talk about how to create an “Objection Resistant” opening statement, how to create instant rapport, how to overcome objections and how to leave voicemails that help you stand out.
Session 5 How To Sell MORE Via Your Social Network: Let’s face it, most sales reps suck at leveraging their social networks. They either launch too quickly into a “pitch” or they have no clue what to do after they connect. We’re going to talk about how you can nurture these important relationships and transition them from your computer screen to more meetings and more clients.
Session 6 How To Network Like A Pro (And ROCK Your Referrals): We’re going to talk about what to do before, during and after your next networking event. How to start a conversation with anyone, without it getting weird and then, we’re going to dive, head first, into how you can not only ask for referrals, but how to do so in a way that can double and triple the amount of referrals you’re receiving now.
Session 7 How To Break The 8 Second Attention Span Barrier: I’m going to share how you can immediately get and keep your prospect’s attention whether it be via phone, email, face to face. We’ll talk about how to use your creativity, 2 really powerful psychological tactics, a very specific type of question and more!
Session 8 A Complete Communication Program (How To Get In The Door and Exit With A New Client): In this session, we’re going to discuss how you can “map” your communication in a way that utilizes multiple forms of prospect outreach. I have multiple examples, scenarios and mucho templates to help you communicate with greater IMPACT!
Session 9 How To Take Control Of Your Prospect/Client Meetings: We’ll talk about everything from how to start your meetings with greater impact to several insurance policies you need to take out on the front end. I’ll show you how to ask better questions (the kind that get everyone engaged and emotionally ready to make a change)
Session 10 How To Position Yourself As The Logical Choice: In this session, I’m going to share how you can reduce doubt and skepticism while solidifying your credibility. We’re going to talk about a powerful technique called “Landmines” and how you can bring certain parts of your offering to life that 99.9% of your competitors miss entirely.
Session 11 How To Close More Deals (And Win Back The Ones You’ve Lost):We’re going to talk about how to seamlessly transition into asking for the business without the conversation “getting weird”. We’ll talk about handling price objections, stalls and what to do (as in step by step) when you lose a deal to win it back!
The “Encore” . . .
After you complete the 11 sessions, I’m going to send you weekly emails (for 3 months) with ideas, tips and tactics to help reinforce the lessons.
I’m going to send you 5 really cool eBooks to, wait for it, wait for it, reinforce the lessons.
We’ll conclude with a refresher webinar, to make sure you’re truly owning all the great things you’ve learned in the program.
To learn more, and to reserve your spot BEFORE we shut the doors;
