Key contacts at your prospects/clients are naturally changing their mindset toward friends and family as we approach the holidays. What happens?
- These contacts can become more open and friendly
- Your competition may “back off” as they take time away from work
This creates opportunities for you to connect with clients!
Figure out how you can help
Be PROACTIVE in identifying what they are trying to get done before the end of the year. Even if there is nothing in it for you, figuring out how you can help them will advance your working relationship and pay off later. Maybe it is something like:
- Meeting with a subject matter expert
- Making a connection they could not make on their own
“Client’s personal interests” come first
When you are connecting with these contacts try to discuss their “personal interests” first before getting into business questions you have. Having some conversation about their holiday plans and (if applicable) what their kids are up to FIRST will “soften” your approach, making them more comfortable with helping you!
Just “Check In”
Taking this a little further…“checking in” with clients without any sales agenda may have your clients thinking that you are truly invested in developing a partnership vs. just trying to sell something. Pretty good way to separate yourself from competition!
Feel free to contact me directly for ideas and/or help on this or other topics!
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