As a business owner, filling your sales pipeline could be your main focus and the holidays can bring many sales cycles and prospecting efforts to a screeching halt. For some reason, most business owners have resigned to the fate that their clients don’t want to make decisions during the holidays. Maybe you’ve heard a prospect say, “I’m going to wait until after the holidays” or “Let’s start fresh after the first of the year.” It doesn’t have to be that way.
Overcoming objections in service selling can be challenging. During the holiday season, there are a few ways you can improve the effectiveness of your prospecting efforts and ultimately help your cash flow.
Normally, I never advocate discounting products and services as it can be perceived to lower the value you provide. However, offering a small discount if your client pays in full or gives you a substantial deposit by the end of the year may greatly improve your cash flow. If your prospect is truly interested in your product or service, they may be willing to take advantage of this opportunity to save money.
Emphasize “flex time” with the holiday season. Don’t admit you’re slow and looking for business. Instead, reference the upcoming holidays as a reason to take advantage of this time. For example, one great reason to get the project started now is because the office will be quieter with everyone else taking time off.
Reiterate your plan for delivery. Why postpone the entire process until after the holidays, when your prospect can start realizing the benefits now? If your product or service truly has a benefit to your client, don’t hide this fact.
Remind your prospect that he or she might be able to take advantage of paying for your service in December. Why pay for a service the first week of January and wait 12 plus months to realize the tax benefits when you could pay in 2015?
If you want to have a successful 2016 (and who doesn’t?), a great way to get off to a strong start is with a successful holiday.