It’s been a rough year, so I can understand the temptation to lay low until the traditionally slow holiday season has passed so you can start fresh in 2010.
That would be a mistake.
If anything, you should be firing up the afterburners and pressing harder than ever to close as many pending sales as possible before the holiday slowdown hits, usually right before Thanksgiving. It will boost your year-end sales – and your ego – so you end 2009 on a high note.
At the same time, the waning days of 2009 should be spent building up a prospect pipeline that can be converted into new business in January. In fact, I believe that November and December can be the two most important months of the year. The work you do during this 60-day span will set the stage for the 365 days that follow.
Companies that operate on a calendar-year basis are finalizing their budgets for 2010 and planning their initiatives for the first half of the New Year. Getting in front of prospects now is the best way to ensure that your products or services are on the table as those plans are being made.
These last few days of the year are also when many companies make decisions about any vendor changes that will take effect Jan. 1st . A lack of face time can result in your company being on the chopping block for no reason other than you’ve slipped off their radar.
And finally, if you don’t reach out now, chances are pretty high that you’ll miss your opportunity to get on a prospect’s calendar for the early days of 2010. You can bet that your competition is working aggressively to fill up those valuable January appointment times. Unless you’re doing the same, you’ll start the New Year playing catch-up rather than closing sales.