prospect – James White

Make December Count

James White — Sat, 07 Dec 2024 09:13:40 +0000

Hello Reader,

2025 is around the corner. How are your sales this year looking? And more importantly, how does your pipeline for next year look?

If your pipeline isn’t where it needs to be right now, you’re leaving money – and momentum – on the table. December isn’t the time to wind down; it’s the time to gear up.

Many sales professionals see December as a dead month for prospecting, but that’s a mistake. In reality, it’s one of the most untapped opportunities of the year, as this period holds unique opportunities – if you know how to approach it strategically. Because while others are slowing down, you could be using this time to get ahead, secure leads, and position yourself as the front-runner for 2025.

Are you starting to see how December could be your saving grace?

It’s simple: the work you do now will determine how strong your start to the new year will be. Miss this chance, and you risk falling behind. But get it right, and you could set the stage for record-breaking results.

So, if you’re serious about making 2025 your best year yet, here’s how to maximise your December prospecting efforts:

1. Pave the way for 2025

December is a perfect time to lay the groundwork for January conversations. You can reach out to prospects to:

Gather insights about their priorities for the new year; and
Confirm follow-up meetings or check-ins for early January (you want to get in before your competition).

Remember that decision-makers often have two things on their minds this time of year:

Wrapping up current initiatives; and
Planning for the year ahead.

So this creates a window where they may be more open to discussing solutions that address their goals for 2025. And you can use this to your advantage by:

Framing your outreach around helping them prepare for the challenges or opportunities of the coming year.
Position your offering as a way to get ahead of their competition before January begins.

2. Laid-back leaders = easier to connect with

While some industries double down during December, many also slow down. This means many leaders will be a little more laid-back. Therefore, December is a great time to connect on a human level. Focus on relationship building as well, because your prospects might have more time to engage in meaningful conversations.

You can take this opportunity to:

Offer insights, free resources, or advice without expecting a sale. This positions you as a valuable partner rather than just another vendor.
You could also send thoughtful notes of appreciation to clients or prospects you’ve interacted with this year. This adds that extra touch of positioning you as a pleasure to work with.

3. Share a joke!

Generic outreach is always a no-go, but in December, it’s even more critical to tailor your messaging. It shows you’ve put some thought into reaching out to them, and they’re not just another number.

A great idea is to stand out with a creative approach.

Try using a little humour in your outreach. Share a joke that’s appropriate for them to tell at the table during the family lunch or dinner during Christmas.

You could say something like, “Oh, by the way, I heard this joke and thought you might like it for the dinner table at Christmas…” You’ll really stand out this way, plus you’ll be remembered.

4. When the competitors are away… You shall play

As I mentioned earlier, while December can be busy for some, many decision-makers experience fewer meetings and a quieter inbox toward the middle of the month. Use this to your advantage:

It’s a chance to stand out in their inbox through personalised messaging and build positive relationships.
It could be a chance to book calls or demos during these less hectic periods, even if it’s in advance for January.

Remember to follow up swiftly. Your responsiveness can make a lasting impression, showing that you’re available all year round.

5. Be mindful

While December offers opportunities, timing is key. Be considerate of:

Holiday closures or reduced availability toward the end of the month.
The fact that some prospects may be in a reflective or family-focused mindset.

A good cut-off time for calling would be 23rd December. Thereafter, I wouldn’t recommend calling. What you might want to consider instead, is simply advertising your services, for example, on social media.

Many sales professionals ease up on their efforts in December, but maintaining momentum can set you apart. It’s a great window of opportunity to show your prospects that you’re reliable and committed year-round.

So, if you use December to strategically build your pipeline, you’ll gain an edge and set the stage for massive sales success for 2025.

But if you feel like you aren’t quite ready to dive into “December prospecting” or that you’re not as confident as you want to be – yet… Then, here’s another tip:

Use December to review your skills and enhance them. Sharpen the blade of your “sales knife” – if you will.

And if you want help sharpening your “sales knife,” I’ve got two powerful resources designed to help you crush your 2025 sales goals, at a holiday-exclusive price:

1. Master Sales Qualification with BANT

Poor qualification of leads will result in poor sales. But you can learn to transform prospects into paying customers using BANT. In this course, you’ll unlock all you need to know about BANT through:

10 specific videos, deep-diving into the BANT Sales Methodology
8 downloadable resources with effective BANT techniques to use in your sales process
Questions that help uncover your prospects’ priorities, decision-making processes, and timelines.

2. Build the Ultimate Sales Foundation with TRACKFARE

Most people try to convert prospects into customers. But I believe in turning prospects into loyal customers. The method I use for this, has worked for me throughout all my years in sales.

I call it TRACKFARE. It equips you with the 9 essential characteristics for sales success. Trustworthy, Approachable, Knowledgeable, are the first 3, can you guess the other 6?

If you can’t, that’s okay, you’ll find them in the course, where you’ll also discover:

Actionable steps that are immediately implementable, so you can display these attributes in every interaction, and build your pipeline of loyal customers.
And you’ll have access to video content, plus practical checklists to turn theory into practice.

So here’s the deal:

Each course is usually £69, but I’ve dropped the price to £30 each for December only. So to get both these courses, you’ll normally pay £138. And now… it’ll cost you only £60!

BUT if you want BOTH paying & loyal customers, then I’ll give you both courses for just £50! That means you get £138 of value-packed teachings – for only £50.

That’s over 60% savings, or £88 OFF – think of all the curries you could buy with that!

But regardless of the savings, this is a deal designed to supercharge your 2025 sales.

And it’s only for December.

So if you want paying customers, loyal customers, or both – at a never-to-be-seen again discounted price – then go here to claim it for yourself now:

Remember, as of today there are only 25 days to the new year. And if you aren’t where you need to be, something’s got to change.

Until next week, keep growing and stay focused.

James

How to book your first meeting… with any prospect!

James White — Sat, 30 Nov 2024 07:54:00 +0000

Hello Reader,

This week, I want to tackle one of the most common challenges in sales. One that nearly every salesperson will face at some point:

Booking first meetings with prospects.

Recently, Matthew, a person working in sales, reached out to me on LinkedIn and shared his struggle about booking meetings, stating that booking first meetings with prospects is the biggest challenge.

And here’s the truth: Mathew’s experience isn’t unique.

If you’re reading this and thinking, “That’s me too,” don’t beat yourself up. Even the world’s best salespeople rarely achieve more than a 10 – 15% conversion rate when booking initial meetings. It’s tough because a prospect’s time is their most valuable asset.

So how do you convince someone to give you that time, even if they don’t know you?

Here’s the key: you need to bridge the “value gap.”

Why Prospects Say No

It’s easy to assume a lack of interest means your product or service isn’t good enough, or that they don’t like you. But that’s rarely the case.

The reality is they simply don’t see enough value in spending their time with you – yet.

So you need to think of it like this: If a prospect had a massive problem and knew you could solve it, wouldn’t they be eager to meet? Of course, they would.

The challenge then, is building enough trust and proving your value upfront to make them curious.

This is where you bridge the “value gap.”

Let’s look at how we can do that.

Step 1: Share Value Before You Ask for a Meeting

The biggest mistake salespeople make is asking for a prospect’s time before proving they’re worth it. Instead, focus on giving value first.

Here’s how:

Research their industry and role: What challenges are people in their position facing right now? Is there a specific trend, regulation, or pain point you can address?

Share something helpful: Offer a resource, tip, or insight that directly relates to those challenges. Show them you’re invested in solving problems, not just selling your product.

Personalise your outreach: A generic message will almost always get ignored. Tailor your communication to make it clear you’ve done your homework.

For example:

Instead of saying, “Hi, I’d like to discuss our product with you,”

Try saying, “I know many directors in your industry are struggling with [specific issue]. I wanted to share a resource with you that’s helped others in your industry.”

When you offer something useful without expecting anything in return, you’re no longer “just another salesperson.” You’re a problem-solver.

Step 2: Build trust through consistency

Booking meetings is never a one-and-done effort. It takes consistent follow-ups to stay on a prospect’s radar.

Here’s what I recommend:

Pick 30 prospects you’d love to meet.

Plan 10 – 15 touchpoints over the next 8 – 12 weeks.

Use a mix of emails, calls, social messages, and even personalised videos.

Every touchpoint should offer value, not just another “Hey, checking in!” message.

For example:

Share a relevant article or insight about their industry.
Reference a recent trend or regulation they might be concerned about.
Send a short personalised video addressing their specific challenges.
Pro tip: If you’re in this for the long game, map out a multi-week engagement plan.

Step 3: Derisk – Make It Easy for Them to Say Yes

Prospects often avoid meetings because they assume they’ll be sold to. Reframe the conversation to remove that pressure.

Try saying something like:

“We might not be a good fit, but I’d love to share a few ideas that could help with [specific problem]. If nothing else, you’ll walk away with some useful insights.”

When you position the meeting as a low-risk opportunity to learn (not a high-pressure sales pitch) you’ll dramatically increase your chances of getting a “yes.”

Because they’re no longer committing to a hard sell, they’re simply exploring a conversation.

Step 4: Make Them Curious About You

If you can leave your prospect thinking, “I want to know more about this person and how they can help,” you’ve won half the battle.

For instance, to spark curiosity, you could say:

“I recently worked with two organisations similar to yours and helped them reduce [specific problem] by [specific amount]. I’d be happy to share how we approached it.”

When you personalise your outreach and show genuine interest, you stand out.

Bonus: Persistence Is Key

The truth is that most sales happen after multiple touchpoints. If you stop after one or two messages, you’re leaving opportunities on the table.

When you’re patient, consistent, and persistent with value, your chances of booking first meetings increase dramatically.

But remember: the real magic happens when you have a genuine desire to help.

Until next week, keep smiling and stay focused on becoming the go-to problem-solver for your prospects.

James