'Tis the Season (for Not Getting Any Work Done)

Here's some timely advice to keep you focused, courtesy of The Queen of Cold Calling, Wendy Weiss:

--No one's doing any work. It's the holidays.
--Nothing gets done till January. It's the holidays.
--No one sets appointments till the New Year. It's the holidays.
--Too much to finish up to take the time to prospect. It's the holidays.
--Prospects are taking time off. It's the holidays.
--I'm taking time off. It's the holidays.
--My assistant is taking time off. It's the holidays.
--Their assistant is taking time off. It's the holidays.
--No one wants to be bothered. It's the holidays.
--No one is thinking about work. It's the holidays.
--Prospects leave the office early. It's the holidays.
--Prospects go to the office late. It's the holidays.
--Everyone is having office parties. It's the holidays.
--No one's thinking about business. It's the holidays.

Sound familiar? For many, this is the season of not getting any work done. Don't let it be that way for you!

Print this list out. Send it to your competition. Then, get on the telephone.

Prospects do conduct business, even during the holidays. Years ago it was possible for a prospect to say, "I don't have my calendar for next year, call me after the first of the year." Today prospects have their calendars on their computers and/or PDA's and can schedule appointments for next year or even several years out if they are so inclined.

Prospects make appointments before, during and after the holidays, just as they do at other times throughout the year. If a prospect asks you to call back after the holidays, suggest that you "pencil in a meeting for after the holidays." Promise that you will call to confirm it. Do so.

Wendy Weiss is known as The Queen of Cold Calling. If you need help getting prospects on the phone, or booking appointments, visit WendyWeiss.com. In celebration of the season, Wendy's having a holiday sale on her training products! Check it out.