Why Lead Generation Should Never Take a Holiday-Even Over the Holidays

Lead generation is the lifeblood of any business. Unfortunately, many businesses are under the mistaken impression that they only have eleven months out of the year to prospect.

Many people believe that attempting to generate sales leads in December is pointless. After all, who is in the mood to talk business when the holidays are in full swing? The answer is, more people than you might think. While it would be easy to write December off as a lost cause and move on, doing so can negatively impact your sales funnel and cause you to miss out on sales.

If you are thinking about halting your end-of-the year lead generation efforts, keep the following in mind:

• Since most salespeople take much of the month of December off, your competition probably is, too. Get a leg up on that competition by being there for clients and prospects when your competitors aren’t.
• Fewer appointments and meetings over the holidays leave decision makers with more time to meet with salespeople like you!
• Unable to get in touch with decision makers because of the dreaded gatekeeper? The holidays often find gatekeepers away from their desks or away from the office altogether. That’s good news for anyone hoping to get a decision maker to pick up his or her phone.
• When you contact prospects in December, there is a good chance they won’t have time to meet. However, you can set up a meeting for the New Year. This gives you the opportunity to get on their calendar before it fills up.
• There are times of the year when people are generally in a better mood. The holidays are that time of the year. The spirit of the season causes people to be more laidback and willing to talk. It also is a time of the year when money flows more freely and people have a tendency to spend a little more (hopefully on your products and services).

It is tempting to chalk poor lead generation performance off as a casualty of the holidays. You may be surprised, however, at just what you can accomplish during this most wonderful time of the year!