How to Handle 'Call Me After the Holidays' - Short Attention Span Sales Tip
Very soon, as the end of the year approaches, you will hear prospects tell you to, “Call me after the holidays.” Here’s how to handle it...
- First, make one more attempt to overcome the objection and not allow it. Say something like, “can I convince you to see me now? Here’s the thing, as things are quiet towards the end of the year, this is a perfect time to meet with a new vendor, someone who is going to challenge the status quo and come at you with some new ideas.” If that doesn’t work...
- Make an appointment to make an appointment
- Say something like, “The first business day of 2018 is Tuesday, January 2. How about if I give you that day to get your feet under you and I call you the following morning?” The client will likely agree. Then...
- Continue, “I will call you at 9 a.m. on Wednesday, January 3. How’s that?” At this point, the customer that you worked so hard to get on the phone will do anything to get you off the phone and will likely agree.
- Next, send out either an email or a quick handwritten note that reads, “I look forward to speaking with you at 9 o’clock on the morning of January 3. Enjoy your holidays!”
- Then, the week between Christmas and New Year’s, send out another note with similar wording. You are confirming the appointment that the customer has long forgotten about.
Getting a customer on the phone is so difficult and it’s almost heartbreaking to miss out on the opportunity because you know it can be difficult to repeat. So, if you can’t get someone to commit to a face-to-face, using these steps will at least increase your chances of getting them back on the phone.
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Bill Farquharson is the president of Aspire For and is a sales trainer for the graphics arts industry. Email him at firstname.lastname@example.org or call (781) 934-7036. Farquharson is also the author of the book, "The 25 Best Sales Tips Ever!" which can be purchased on Amazon. For more information, go to www.25BestSalesTipsEver.com