December 13, 2022
5 tips to sell more during the holidays
Being in sales during the holidays can be stressful, irritating and frustrating. Customers are out of the office, buyers have already burnt through their budget and people are distracted with shopping, planning, friends and family.
But if you take my advice, you can generate more revenue and earn more money during the holidays.
Here's 5 tips you can use to crush sales during the holidays:
Tip #1: Start crushing December sales before it's December
Look, if you had to win a basketball game, would you rather go into the 4th quarter with a 30 point lead or with a 1 point lead? Obviously, you'd feel much more confident about winning the game with a huge lead. That's exactly what you should be feeling going into the holiday months. You shouldn't be waiting to turn up your activity until the end of year. Filling your pipeline should be something you focus on doing every month of the year.
Tip #2: Utilize social selling and direct messages
If you are having trouble connecting with buyers at the end of the year, you might want to change your approach. During the holidays, people are often out of the office, visiting family and taking trips. Although they might not be sitting by their desk phone, chances are pretty good that they'll check their social media accounts. If you can find your prospect online, shoot them a message to reach them directly. Of course, you should be getting your customer's cell phone numbers, too.
Tip #3: Use holiday themed memes and other relevant content
Instead of just writing up an email to 'check in' on your client, you could go to imgflip.com and find a holiday-related meme to put in your customer's inbox. Memes do a great job of communicating what you might not otherwise be able to say to your buyer. So get creative and send them a meme of Santa staring out of a window and caption it with 'This is me wondering if I've been good enough for a call back.' The whole point of proper follow-up is to entertain your buyer. You can always learn more with my Follow-Up Black Book.
Tip #4: Let your customer know what's in it for you
I choose to believe that most people are good people. I also believe that most people want to help other people. It's well understood that sales people are compensated when they make a sale. But what your customer doesn't know is that you might be a deal away from earning a trip, a bonus or some other incentive. Let your customer know that their business could help you be the top rep for the year or earn you some type of sales award. If they were going to think about doing business with you anyway, this might be the thing that helps you cross the finish line before the end of the year.
Tip #5: Make them an offer they can't refuse
I'm not a huge fan of discounts or creating monetary incentives. But sometimes you got to do what you got to do in order to lock up a deal. Before randomly discounting your offer, try to be creative in your approach. Maybe you can keep your prices the same, but offer your customer additional products and services for free if they sign up now. You might be able to offer a buy-one-get-one type of offer. Think about retailers and e-commerce brands do and offer your buyers the same type of offer.
Results are the direct reflection of your activity.
Remember, none of this really matters if you don't use it enough. The more activity you take throughout the year, the more results you actually get. Focus and creating discipline throughout the year, through your excuses in the trash and stop settling for anything less than getting exactly what you believe you deserve.
Happy Holidays From Everyone at Stupar Enterprises!
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Written by Jordan Stupar