This time of year, as everyone is winding down in North America, ready to launch into the holidays then into the new year is a GREAT time to do research and fact-finding for decision makers and potential coaches who will help you get more sales in 2006.
When I worked for a Wall-street company, we were open every day that the NYSE was open – which includes the week between Christmas and New Years (other than early closing on New Year’s Eve Day). I was stunned, after working a couple of these over a two year period that many decision makers (or their administrative team) were in and fairly relaxed – knowing that THEIR customers were often away for the holidays.
It prompted some great conversations and beginnings of building a relationship – don’t underestimate the value of this time of year for research. If you have a subscription to any business research, or if you are a retailer or B2C seller, consider the following:
1. Make a strategic list of the top 15-25 companies you’d like to do business with in 2006.
2. Highllight the TOP 3 you want to work with most, and why.
3. Begin to work a strategic plan to make numerous contacts in each company and build some internal and external leverage.
4. Make calls this week and next to find out who key contacts for you to meet are, and learn about their business challenges.
5. Think win-win. What’s in it for them to give up some valuable time speaking with you? Be clear.
6. Hone your offering and your message. Find ways they can get involved to know you with low risk.
7. Start now.