Decision Makers Are Still In the Office…So Call Already!

During the holiday season, many of us are looking forward to some downtime. As a small business owner, you may not have the luxury of taking extended time off during the year because you are your business.  But, the long hours and sacrifice of time away from family and friends have taken a toll and we’re all struggling to stay motivated. Many of us make the decision to push everything off until the new year, when things pick back up.

Well, it’s true that some industries do slow down. In fact, some stop production entirely for two or three weeks in December. But chances are, the decision makers are still coming in. If they aren’t in the office in body, they still have access to email and voicemail. Many even have their mobile numbers as a part of their email autosignature so they can still be reached. And guess what, they have time to talk because everyone else is gone. Now is the time to make your move.

Last year around this time, I’d been given the name and number of a sought after neurologist who, among numerous other achievements, organized a monthly dinner for a group of fellow doctors. She brought in speakers to discuss non-medical issues relevant to them and their growing practices. I wanted that speaker spot!  So, I picked up the phone, dialed the number, and got her voicemail. I didn’t panic nor did I give up. I tried again and again. And in December, not only did I reach her, but we met for coffee and quickly scheduled another meeting at my office to review the presentation and make final decisions. It was a whirlwind experience that landed me in front of a highly accomplished audience.

The lesson is this. She wasn’t avoiding me. I was just competing with so many other callers that my call didn’t stand out. But, because everyone else took a break in December, her call volume must have dropped to tolerable because I landed the seminar. So, take time off. Enjoy family and friends. But, block a little time for calls to those key decisions makers you’ve been unable to reach all year. Now is the perfect time to reach out and introduce yourself. No contracts, just coffee. No pressure, just planning. Don’t use the holiday slowdown as an excuse for call reluctance. What better way to start the new year than with a calendar full of appointments. Start filling your pipeline now.

**Buzzworthy: Cynthia P. Harper, CPA/PFS.  Lattimore Black Morgan & Cain, PC