For reps who are scrambling to hit quota, watching those messages accumulate can be discouraging. 2. The reverse is also true. 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. Tip #6: Network Mornings during the weekend and fringe holiday days, like the Friday after Thanksgiving, tend to be very productive for prospecting. It can be easy to overwork during those final days, thinking that working late will get you to your quota like previous quarters. “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. All is not lost, however. Those days aren’t a total wash, though. 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. If you don’t accept this assumption as a given, you’ll have many opportunities that others miss. The reason these emails work so well is that they’re fun, festive, and we’re not asking prospects to do anything. But email success isn’t just a matter of … An example email. Send Calendar Invites for January. “The minute you play the numbers game, the quality goes down.”. Stick with it. 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. A good week for prospecting, reducing workload means better attended email inboxes. 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. 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? That means as much as 50 to 75% of the people on your list are likely to respond. your email each week. And remember that the Canadian Thanksgiving is in October! Even without this insight, you should make it a practice to revisit your prospect list at least four times by email. According to to the outsourced demand generation and training firm, VorSight , it takes 22.5 dials before you can have a meaningful conversation. Although it can help to message them on the appropriate social media channel in the hopes that they’re checking their accounts, you should wait to call them until after they return from vacation. About 3,000 messages from companies trying to use that holiday’s name to get your attention. 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. 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. Here’s What It Learned. 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! “Personalization is successful any time of year, but especially now because it’s more relatable. More on SalesChorus.ai Analyzed 35M Sales Calls in 2020. 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. His team focuses on prospects who have shown an interest in 6sense or who it’s reached out to in the past. 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? Get creative with these Holiday cards that ask for their business! First things first, you have to REACH out. Thanksgiving. You send Holiday cards to your current customers why not send one that asks for business from new customers? If you continue to use this site, you consent to our use of cookies. What makes a holiday such a great time to check in? Since they have communicated with you before, these are all warm channels for you to reach out again. 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. Holiday Prospecting Tips: Wrapping Up. Leave a voicemail with promise to call back. Resist the temptation to play the numbers game to make up for lost time. Call every few days. Everybody is going through a lot of the same stuff,” Pence said. If you are not picking up the phone or sending that email, your success rate is 0%. 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. What I have found, however, is that this can be a great time to prospect… with a strategy. Sorting through those emails and combing them for information can give a rep a valuable edge in future outreach. 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. Here are just a few good holidays to consider emailing your prospects: The Fourth of July. Call, email, reach out through LinkedIn, call some more. Here are 6 ways to help you stand out and get the appointment during the busy holiday season. The Wednesday before Thanksgiving and the night before Christmas Eve are two of the slowest days of the year. Recommendation: We recommend full prospecting activity, mention the holiday with the suggested meeting/call date being early Jan. – Open rates unaffected or increased. “I did everything I needed to do within a quarter for preparation over a three-day period. Thank you for sharing! The local chamber likely has a holiday … If you can keep track of your clients’ and prospects’ birthdays, that makes it a perfect time to get in touch with them. The holidays are no time to stop prospecting for new business. Here are six fresh ideas that can help you with successful prospecting during any distracting season or holiday. 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. and useful resources delivered right to Because I do so much work with companies in the enterprise software industry, I’ve come across your company’s website on several occasions. Email Address Submit. 90 percent of email replies are sent within one day after the email is first opened. WC 19 DEC – REDUCED ATTENDANCE It’s the season of good cheer and out-of-office replies. All we’re trying to do is let them know that we’re thinking about them on a special day. 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 aren’t as busy. 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. In today’s selling environment, the ability to deliver an effective sales email is absolutely essential to prospecting success. Email prospecting tools such as PipeCandy are about doing the right things at scale – which is to send very personalized emails at scale. 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. 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. Why not wish your customers and prospects a freedom from stress and worry over their long weekend? Subscribe to get KLA Sales Tips, Advice, For many reps, one of the biggest challenges to video prospecting is finding the time to do it. Holiday call blitzes offer two advantages. 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. 1.) 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. They’re events that we all know, recognize, and celebrate for one thing, so you can start off on common ground. She logs into Remine and types 3880 Rodman St. in the search bar. 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. Help salespeople create urgency around the call to action when possible. Ditch Formulaic Emails and Make Prospecting Fun. In another, team members created a caroling video where the lyrics to “The 12 Days of Christmas” were changed to match the outreach process. But it’s worth it. Almost 21% of prospecting emails get opened, according to MailChimp research.Meanwhile, only about 2% of cold calls go anywhere worthwhile.. Send. Remember that as you put together your holiday emails you shouldn’t be looking to gather leads or opportunities in a straightforward way. Oh man, this one drives me nuts! 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. Don’t fall for the trap of being like everybody else. Real estate prospecting postcards don’t have to be anything too fancy. 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. – Increased response rates due to decreased workload. In this process, you first need to identify the potential buyers, understand their actions and interests, attract them by offering great deals, etc. “If somebody sees you put in the effort and took the time, they’ll respect that and it’ll warrant some sort of reply.”. We aren’t giving them any kind of hard sell. The phone is still a critical channel, but it is highly inefficient. Everyone knows that, but don't be pushy. X. 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. With the light holiday spirit in the office, things drop through the cracks. Now, as a manager of a BDR team, Owusu organizes call blitzes for his team the week prior to Thanksgiving and in early December. Chorus.ai Analyzed 35M Sales Calls in 2020. Prospecting during the holidays is not easy. 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. We use cookies to enhance site navigation, analyze site usage, and assist in our marketing efforts. Instead, it just leads to burnout, Owusu said. Make enough cold calls, send enough personalized emails and build enough connections on social media, and quota will be within reach. There’s still time to hit quota. So let me show you an example of a prospecting email that, in my opinion, is well done. People are more likely to listen to a voicemail than read an email when they come back from vacation, Owusu said. 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. Holiday Prospecting Spirit November 25, 2020 in Blog. 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. “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.”. That boost can be the difference between meeting quota and missing the mark. Those customers offer the highest chances at converting. December is a critical month to leave voicemails. A time when meetings get postponed and contacts disappear for the remainder of the year. Here are your key takeaways for prospecting in the holiday season… The holidays are notorious for being slow in the B2B space. Valentine’s Day. One other thing to keep in mind: don’t overdo it. Subject: Getting your case studies done . “It’s important to check in with yourself and be realistic about where you stand and what it’s going to take to win.”. 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. To save yours from living in the trash, try to keep them brief, relevant and straightforward. The following month, I just crushed my numbers.”. That includes researching, sifting through notes to find priority accounts to reach out to or scheduling cadences. 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. Do that, and it won’t be long before you have even more to celebrate! Here’s What It Learned. Prospecting letters is the salesy-term used to describe letters sent to potential clients introducing you as an agent. 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. Just remember to keep things fun and light and let the conversation unfold naturally. When visiting family/friends during the holiday and/or vacation months… International holidays. Always eliminate the wordiness and keep it to 4 sentences MAX as most people stop paying attention only 30 seconds into an email. Given that, decide on your strategy. It can be difficult to carve out a window when there are cold calls to make and emails to send. In December it’s going to take all 9 prospecting attempts. It also doesn’t hurt if it’s fun, added Pence. It just requires coming in with a plan and taking what the season gives you. Don’t send emails on a public holiday. All Rights Reserved. Second, it allows them to sidestep the inbox black hole. Last year, Owusu’s reps sent gift cards and notes to prospects at the start of December. By prospecting during the holiday season, you are far more likely to reach a prospect with his or her guard down. Hi Mark, I’ve been meaning to contact you. Step one when prospecting is to tap into your referral list. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. At LeadIQ, SDR Manager Jamison Pence urges his team to use the holiday season as inspiration for their outreach. That means as much as 50 to 75% of the people on your list are likely to respond. Blog. Meanwhile, the holiday season comes ready-made with opportunities to personalize outreach messages. “It’s important to start early with what works really well as opposed to hitting play and doing a batch-and-blast,” Owusu said. “I did everything I needed to do within a quarter for preparation over a three-day period,” Owusu said. Six Fresh Ideas for Successful Holiday Prospecting. 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. First, reps can set up meetings faster if they reach someone by phone, which is crucial during the shortened months. Most people aren’t going to be working, and those who are are likely not looking to schedule any meetings. 5 steps to holiday social prospecting ... October 31, 2018 at 08:35 AM. 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 just requires coming in with a plan and taking what the season gives you. We celebrate Memorial Day in May, for example, or Independence Day, but our international customers don’t. Prospects in the UK, for example, might be impressed if you remembered Guy Fawkes Day. Go over your contact lists. 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. You know what a ton of reps do? They are spending more than a quarter of the day just responding to email. 5 holiday prospecting tips you can put to work today. It can also help to send gifts. You are ... During holiday prospecting, you can leverage the goals of businesses for the next year. “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.”. ... Be sure to have an email to follow-up your voicemail messages. “It’s the easiest way to get your foot in the door.”. “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. 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. 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. By the end of December, however, there’s not much a rep can do to change their fate. At the same time they’re more festive and personal than other days. Don’t draw attention upon yourself by doing what’s unexpected in normal business communication. 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. Call, email, reach out through LinkedIn, call some more. Make sure that you have time to follow up on all the responses you do get. If you learned our Bloodhound Follow-up Strategy in our Sales Prospecting for Profits training, follow it closely. Example: Susie Sellers has a listing at 3880 Rodman St. and wants to search for potential sellers in that neighborhood. If you have international clients, try to remember their special days. Starting after Thanksgiving, reps have a little more than two weeks to squeeze in as many meetings and outreach opportunities as possible. For most of the year, sales reps control their own destinies. Owusu still remembers the panic he felt during his first holiday season (and first quarter) in sales five years ago. You don’t have to send anything romantic to let your prospects know that they are “special to you.”. © 2020 KLA Group. Email prospecting is business communication with individuals. Share with Email. Don’t fret. 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. Dear Ms Eisenmann, We would like to say how much we enjoyed working with you this year. This is a brief summary of how HPB delivers its holiday benefits. Christmas, Chanukah, and New Years. They give you an easy reason to reach out in a personalized, non-sales approach to reach those elusive prospects on your list. But in this ultra-competitive environment, your aim should be to work smarter, not harder. 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. These simple emails open up the conversation from an amusing, non-threatening perspective. Each prospecting email should contain a simple, direct call to action, such as a request for a brief discovery call. Read about how we use cookies and how you can control them by visiting our Cookie Policy Page. Your prospects are being contacted in every way possible. 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. “Get up with me after the holiday season.” ... and consultants in the areas of prospecting, closing, and recruiting today. Ultimately, good prospecting means not taking days off. Don’t forget to be thanking your customers for their support this past year and taking time to determine what their current needs are. Their birthday, or your own. Use the address of a current listing to identify where you are prospecting. Everybody is going through a lot of the same stuff.”. And prospecting during holidays, it turns out, is definitely the smart move. Incorporating a video message into an email has proven to increase open rates fivefold, according to … People are more willing to talk during the holidays, so start off by contacting your current customers and asking them for referrals. Send follow up emails. When they respond to that, then you can move to set a time for the appointment. And there is a silver lining to OOO replies: They often come with phone numbers and other employee contacts. 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. Just remember to keep things fun and light and let the conversation unfold naturally. All the while there’s a quota to hit and fewer working days to do it in. Email could be the most effective way for salespeople to get attention today. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. If a prospect is on vacation, however, it’s important to respect their boundaries. Prospecting during the holidays isn’t easy, but there’s plenty of opportunity, said Ernest Owusu, senior BDR manager at 6sense. It’s going to be hard to catch prospects, so persistence and frequency are critical. If possible, set up a multi-touch sequence that involves email, phone, and LinkedIn messaging. 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. “The following month, I just crushed my numbers.”, More on SalesDitch Formulaic Emails and Make Prospecting Fun. Taking the time to personalize outreach is important any time of year, but it carries even more weight during the holidays. If you can track when the recipient reads or forwards your prospecting email, it is worth sending a follow-up email within 24 hours. Privacy Policy | Sitemap. Within 24 hours plan and taking what the season gives you it carries even more to celebrate by the of. Of businesses for the next year highly inefficient numbers. ” Bloodhound follow-up strategy in our marketing.. 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Team to use this site, you consent to our use of.! He felt during his first holiday season, you have international clients, try keep... Real estate prospecting postcards don ’ t fall for the next year then you have... To change their fate put to work smarter, not harder of businesses for the trap being! Possible, set up meetings faster if they reach someone by phone, and those who are are likely looking. And fewer working days to do within a quarter of the people on your list through to. Come back from vacation, Owusu said reach those elusive prospects on your list are likely not looking to any! Challenges to video prospecting is finding the time to prospect… with a and. Paying attention only 30 seconds into an email to follow-up your voicemail messages, I just crushed numbers.! Get opened, according to to the outsourced demand generation and training,. Holiday season… the holidays are no time to follow up on all the responses do. 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