Ideas to beat the holiday “slow period” in B2B sales

  The month of December is huge for retail sales, but what about for businesses that only sell to other businesses? During holiday time, the increased stress of wrapping up the year (not to mention wrapping gifts) may mean that business owners will put off buying from you this month. Maybe they’re already over their budget for the quarter, or maybe they’re more concerned with planning that holiday party. Whatever the reason, your sales could take a hit this month. Here’s how to make the best of it: Have a holiday promotion. If retail can fill this month with discounts, so can you. Offer a holiday discount to encourage hesitant prospects to take the plunge. Explain that they won’t get this offer at any other time of year, so it’s important for them to act now. Market heavily to prospects, since some might have a budget surplus. Just reminding them that you’re around can lead to an uptick in sales. Usually a budget surplus is a “use it or lose it” scenario. Show prospects how your product or service is a great way to spend those extra dollars. Send cards and gifts to top prospects. So what if they haven’t bought from you yet? Add a few prospects to your list of gift recipients this year. Don’t forget to include a personal note. It’s hard to ignore a big basket of fruit or candy, so at least you’re likely to be remembered. Remind prospects to include you in their plan […]