8 Prospecting Hacks to End December Strong

Can you still prospect in the month of December?

Yes, you can.

Putting in the effort now boosts your fourth quarter, while simultaneously setting up the new year for success.

Let’s walk through 8 strategies and approaches that you can use to prospect during Q4.

1. Holiday hours

If you are in any kind of a business that’s a supply business, you can call a prospect and say, “Hey, I want to let you be aware that we’re going to be open X day, X time.” 

You communicate with prospects because they may be buying from a different supplier (and they’re going to be closed!)  Cha-ching. It’s an easy way for you to pick up additional business. 

2. Thank you calls

You may send out holiday cards, you may send out Christmas gifts, whatever it is. But what I love doing is picking up the phone and calling people and saying thank you. I do this with existing customers, people who perhaps used to do business with me, or people I just know.

It creates conversation, and from that–opportunities. Prospecting is all about creating opportunities! 

3. The personal touch

Let’s say you see somebody make a comment somewhere, perhaps Linkedin. Well, you add a personal touch, you add a personal comment back. 

People’s mindsets shift during December and they’re far more open to personal conversations. Take advantage of it. 

Read more about How Prospecting Looks Different in Q4

4. December holidays

The last two weeks of the year are always weird. This year, for instance, Christmas and New Year’s each fall on a Wednesday. It’s going to mean a lot of disrupted weeks. 

This is an excellent time to be making calls. Yes, a lot of people are out, but there will be people you do get a hold of. What a way to jumpstart the first quarter! While most people are just starting to get going, you’ve already got meetings on the calendar. 

5. Speed meetings

Q4 is not the time to say, “Hey, what does your calendar look like a couple of weeks from now?”  Speed meetings are, “Hey, have you got 15 minutes tomorrow?” 

Think 15 minutes this afternoon, or 20 minutes now.

What you don’t want them to say is, “Why don’t we just touch base after the first year.” 

6. Reach out to old customers

Old customers may be buying from somebody else and then suddenly they need you. Yes, even that is prospecting because I’m creating opportunities!

You won’t know unless you contact them. 

7. Lost deals

You may have had an unbelievable opportunity in the first quarter that you didn’t get, and went to somebody else. Call that customer up. “Hey, how’s that working out for you? I want to find out because we are here to help you.”

It’s amazing how much business you can pick up that isn’t involved in that other contract. 

Read more about How to Keep Your Year-End Sales Simple 

8. Break the Routine

Do things differently.

Now, I’m all about having a schedule and staying focused, but never hesitate to break the routine this time of year. 

That means I may be making calls Friday afternoon, or at eight o’clock in the morning. I’m going to break the routine in how I reach out to people because again, schedules change. Be prepared for that.