Good morning, afternoon everyone,
I know, I know, I usually stick to a regular schedule, but I wanted to drop a quick bonus post about my experience prospecting in January. It’s a notoriously tricky time of year, but I’m actually seeing some interesting trends emerge.
The Post-Holiday Slump (Is Real, But…)
Let’s be honest, January can be a bit of a slog. Businesses are recovering from the holiday rush, budgets are tight, and everyone’s still shaking off the eggnog haze. I definitely felt some of that initial resistance in the first couple of weeks.
However, I’ve found that persistence is key. Many decision-makers are back in the office and ready to talk. They’ve maybe even set some New Year’s resolutions for their businesses! This presents a unique opportunity to position our services as a solution to help them achieve those goals.
What’s Working for Me:
- Emphasizing Efficiency and Cost Savings: With budgets top of mind, I’m leading with how dual pricing can save their businesses money and so far several are very receptive.
- Leveraging Year-End Data: If you have access to any year-end data or reports, use them! This can be a powerful way to demonstrate the need for your service.
- The Power of Questions: As talked about in this morning post, I’m finding that asking the right questions is crucial. Instead of just pitching my service, I’m focusing on understanding the prospect’s specific challenges and goals for the year ahead. This helps me tailor my approach and demonstrate how I can truly add value.
Unexpected Opportunities:
One thing that’s surprised me this January is the increased responsiveness from smaller businesses. While larger companies might still be in “planning mode,” smaller businesses seem eager to hit the ground running. I’ve had some great conversations and even closed a few deals already!
Looking Ahead:
Overall, I’m feeling optimistic about the rest of January. It might require a bit more effort and creativity, but there are definitely deals to be made.
What about you? How’s your January prospecting going? Share your experiences and tips in the comments below!
Keep prospecting!
David
Payment Lynx Daily 