12/13/2023-Leveraging Relationships

Because everyone is waiting for next Friday, now is a great time to contact your KDMs and hit ’em up for a meeting in January. It’s so much easier to prospect when people are loose.

Everyone with a pulse is excitedly looking forward to the break. Even your most obstinate and grouchy buyers are in a good mood these days.

…whoa…there might be something to leverage there! What if…what if…

WHAT IF you take advantage of the good cheer this December day brings and reach out to those NBBs for a meeting? (NBBs?? Normally Bummer Buyers.)

Their January calendar is filling up fast, but they’re in a good mood today! And when their mood lightens, their grip loosens. Even curmudgeonly buyers can become a bit more friendly this month.

Go ahead, hit ’em up. Strike now.

While it’ll be tempting to go shopping at lunch or sit in a bar (with a client, no doubt), dedicate time today to booking January meetings. (You can do both.)

This time of year is ideal for leveraging your relationships to help get meetings with those who are traditionally grumpy.

You work hard to cultivate relationships; today, cash in a bit of that relationship equity you hold. Call those customers who don’t readily respond and hit ’em up for a meeting. Or, call someone on the team for an intro to the NBB you need to reach.

Take advantage of the moment when Hallmark movies and disco Silent Night are loosening everyone’s grip.

Think of how great you’ll feel when you open your calendar on January 2 to see a full slate of meetings for the year’s first month.

As you know, prospecting is a momentum game. It’s okay to go days without lifting your prospecting finger; but you must take advantage of the opportunities to prospect when momentum presents itself.

Now is a great time to give it one last boost for the year because your customers are doing exactly what you’re doing…they’re tidying up on the year and getting organized for the next.

You work hard to establish relationships, and for some with whom you have no relationship, now is the time to start one!

Could you get a meeting with Kylo Ren? (Well, ya won’t know unless you try, eh?)

Don’t let this 2-minute spoof of Undercover Boss from the funny people at SNL intimidate you about reaching out to Kylo. You can get to Kylo. You can get to anyone if you work hard enough at it.

Remember, everyone’s in a good mood right now…even Kylo’s EA.