According to one song, “It’s the Most Wonderful Time of the Year”. When the holidays are upon us, we hear the music, see the hustle and bustle and feel the excitement in the air. What you typically don’t see during the holiday season, are sales people holiday prospecting. It has always been considered common knowledge that the time between Christmas day and New Year’s Day is not the time to try to reach decision makers or to get orders. But common knowledge about holiday prospecting may not be correct. In fact, there are several reasons that holiday prospecting is a good idea.

1. Many people take vacations during the holiday season. Many people work shorter hours and the also take longer lunch breaks. This, however, is not typically true of the people in decision making positions who stay in the office to cover those who are not in the office. Gate keepers are far more likely to be away from their desks or not answering the phones You now have the chance to get directly to the decision maker by phone with no gate keeper to hold you up and this will give you the opportunity to get to the person that you wish to see more quickly.
2. You won’t be facing a lot of competition. Most sales people do not believe in holiday prospecting. They feel decision makers are too busy or not interested. Granted, it is a time when people can be a little distracted with all of the hubbub and holiday cheer. But businesses are open and running and business owners and decision makers don’t tend to walk away from their responsibilities. Work still needs to get done. Holiday prospecting can be a great opportunity for you to get in during a time when the decision maker is not seeing too many other sales people. While other sales people are not trying to contact them the person you need may be more likely to be willing to have a conversation with you.
3. By holiday prospecting, you are demonstrating to the prospect that you and your company are available year round. While other sales people are not taking the time to get a hold of decision makers, you will be in the spot light. It looks good for you and it looks good for your company. Even if the decision maker is caught up in the holiday spirit, you can still be successful. It’s the end of the year, the people you need to reach will probably be a little less busy than at other times of the year.

Holiday prospecting may not seem to make sense, but it certainly can be successful for you. Between Christmas Day and New Year’s Day, people are generally in a good mood and can be more welcoming. This is not the time to write off building up your business. It’s a time to take advantage of holiday prospecting opportunities.