A secret prospecting opportunity

For a number of years I've followed prospecting results to see if there was a pattern to timing. You know what I mean...everyone says don't call Monday morning or Friday afternoon (bunk!), or don't call the day before a holiday. Is it really true, or is it just folklore so we can all squeeze in a long weekend?

Turns out it's not true. Regularly, we have some of our best results on Mondays and Fridays. More surprising is the consistently strong prospecting results we get between Thanksgiving and Christmas holidays.

Sound strange? Maybe. But think about it...after Thanksgiving business travel and meetings slow down, budgets are set, new initiatives are waiting until January.

This all means your prospects are more available, which is exactly what you want when making a prospecting call. You don't want them to make a decision or even necessarily meet with you...you just want them to take your call and have an initial conversation to see if the topic is worth pursuing for a future in-person meeting.

So don't ignore Mondays and Friday, but especially don't ignore the two weeks after Thanksgiving. It will set you up for a very strong January!

What's really happening out there.

With all the news stories of businesses in trouble (another $1 trillion for banks announced today!), you'd think business activity is grinding to a halt. Ok, yes things are slower than they were (maybe it's a return to "normal" growth, whatever that is), but a surprising number of companies are out there aggressively seeking new customers and being successful at it.

How do I know? Because we're making the calls for them.

Recently, we've been starting 2-3 new projects each month generating new customer leads for businesses intent on growing...despite the current economy. Yes, we are working harder to find those new leads for them...more calls and emails, more compelling scripts...but they are finding new prospects.

And guess whose market share they are taking. Maybe yours!

In upcoming posts I'll share with you more details about what we are seeing now in the sales prospecting environment and the techniques we're using to get the best results. Check back for more!