Want to maintain sales momentum during holidays? There are a number of short-term solutions that you can implement during these periods to help you to do exactly that.
According to B2B sales expert Jill Konrath, you should get your sales staff to call existing customers in the December holiday season in order to see if there is any way in which they can help these eTailers to spend the remnants of their budgets on things that they need.
If your sales staff is aware of what these online retailers’ goals are then they can offer solutions to any problems that they might have.
Holiday Phone Calls
Konrath also recommends getting salespeople to ring retailers that they have established a relationship with in order to wish them a happy holiday. This will help to place your company at the forefront of these eTailers’ minds and strengthen your connection with them.
Your salespeople shouldn’t try to sell anything to the etailers; they should make it appear as if they are phoning solely to let them know that they are thinking of them.
Send a Card
Sales expert Robert Terson advises sending a card to customers with a message that is a minimum of a paragraph long in it referencing previous connections or work.
This serves the same function as a holiday phone call.
Some people don’t bother to personalize the cards that they send. This is a missed opportunity and means that they have failed to differentiate their card from those that other companies might have sent to the customer.
Positive Attitude
Terson claims that the key to maintaining sales momentum during holidays is to possess a positive attitude.
If you are convinced that you are not going to manage to sell to etailers during a certain period then the betting is that you won’t.
Remain focused, dedicated, and committed to the task at hand.