Summer: A Great Time to ProspectSummer: A Great Time to Prospect
Summer is officially here. As I post this blog, I’m enjoying a barbeque with family and friends in the mountains of Colorado. The weather is warm. Only the mountain peaks still have snow, and my auto-responder is on. I’m on holiday! Of course, so are many of your prospects. It’s vacation season.
July 3, 2012
sandSummer is officially here. As I post this blog, I’m enjoying a barbeque with family and friends in the mountains of Colorado. The weather is warm. Only the mountain peaks still have snow, and my auto-responder is on. I’m on holiday! Of course, so are many of your prospects. It’s vacation season.
With vacations come all the excuses for not prospecting. Prospects are leaving work early to hit the baseball game or the pool, or to bike. They’re on vacation. It’ll be hard to reach anyone.
Those are just excuses to avoid prospecting. In fact, there’s never been a better time to reach out and do some cold-call and e-mail prospecting.
With the change in season, many of your prospects are more relaxed. That means they’ll be easier to reach and more fun to talk to. They’re still busy, but there’s something about the sunshine and warm weather that warms up their receptiveness. They’ll open up and get more personal, swapping summertime bliss stories while sharing what’s going on in their IT environment.
If you’re doing drop-in cold calls, prospects may actually spend a moment to chat with you. If you’re cold calling on the phone, you may find they are in a better frame of mind and will give you a few minutes of their time. If you’re e-mailing, a good subject line may get a warm response after only two e-mails.
With prospects warmer than usual, you have a great reason to prospect!
For ideas about how to use holidays like the Fourth of July as another reason to prospect, check out my article, “Why Holidays Make a Great Occasion to Email Your Prospects.”
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment.
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