December Thoughts

Working in December is unlike any other time of year. Everyone's gone, leaving early, distracted, spending time wrapping up end-of-the-year details and finalizing (should have been done BY December) their budgets for next year. Getting in last minute appointments is tough and getting signed contracts is even tougher.

But some words of advice. 1. Don't put anything off. Do right now whatever you can to get in front of your customers and leads.
2. Be patient. Most of your customers are swamped. They'd like to meet with you but often can't at the usual times. Be prepared to have late dinner and early-breakfast meetings. We had a meeting last week with a customer at a local mall--she spent her lunch hour shopping for her children's Christmas gifts, and we accompanied her. It was distracted time but it was time well spent.
3. Be thoughtful. It's a cliche but bring cookies, cakes, desserts, small munchies and, if all else fails, wine to your customers. Make sure that you're legally covered (i.e. that it can't be interpreted as a bribe) but the feeling of goodwill that you engender with your customers goes a long way--and plays up to their feeling of indebtedness to you as well as their 'liking' of you.
4. If all else fails, lock in signature meetings right after January 1st. We have 2 setup for Jan 2md and Jan 3rd. It shows the customer that you're willing to work with their schedule and needs, up to a point, but that you're serious about getting the sales closed and meeting their needs.

A word about Christmas parties. Personally, I'm a family guy and enjoy nothing more than spending a (not-so) quiet evening with my wife and daughter. Professionally, Holiday Parties are a blessing/hazard of working in the modern era. Chin up, work the room, be professional in a relaxed manor and don't (DO NOT) button any of your customers. Smile and enjoy the evening.

Have a great Thursday.

-Shawn