Wednesday, December 19, 2007

A Holiday Gift For You

Just about everyone you know is taking next week off, right? There’s no point going into the office because no one else will be in theirs. Right?

Umm, no. After Christmas and Boxing Day there are still two days left in the week. If your post-Xmas schedule has not yet been filled by ski days or well-meaning relatives, consider going back to the office and making the most of these opportunity–filled days – when many gatekeepers are out of the office and the people you've been trying to get through to all year are in, working at half-speed, and feeling no pressure.

That’s the message from U.S. sales consultant Art Sobczak, who just sent out a fascinating newsletter. A year ago about this time he published an article urging his readers to do some serious selling between Christmas and New Year’s. And today’s newsletter features the e-mails of thanks he received last year from readers who did just that – with surprising success.

One person writes: “I called a customer whom I had been trying to reach for two months… He didn't want the program I was selling, but thought this other guy might... He said now was a good time that I called because... you guessed it, he had money to spend before the end of the year. He actually told me that!

Another says: “Yesterday (12/27/) I reached a high-level executive at the organization. He spent ten minutes telling me all about the problems they are having and what they are looking for in a solution. Just so happens we have something exactly to meet their needs!”

And another: “The last two weeks of December were our best weeks ever! The team made a decision in their minds that they would use the holidays and end of year as a reason to close up deals instead of a reason to get put off for later. It worked!”

Art also reprints his column from last year, which includes this good advice:

“I've never really understood not calling during the week between Christmas and New Year's. What do these people think? That when they get back to the office on January 2 and start hitting the phones that they'll be the only ones with that idea? No! EVERYONE starts calling the first day back in the office. And that's the day the decision makers are swamped with their own work!”

I couldn't find a copy of this article on his website, so it’s only accessible to those who get his newsletter. But if you send me an e-mail, I would be happy to forward a copy of the e-mail to you, so you can read the complete column, and those success letters.

(Send your request to rick (-at-)

Warning: I can not be held responsible for ill feelings created by a) your missing a family party on the 28th; or b) your being moody and morose about having to visit in-laws on the 28th. Nobody ever said entrepreneurship would be easy!

Oh. And, um, Merry Christmas!

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