From December to January: the months for appointments
In telephone prospecting, December is an interesting month.
Two situations make it easier to book appointments in Business to Business:
- "That's good timing, I have some time at the end of the year, I still have budget to spend, I need to prepare for next year..." => "shall we meet right away or in January"
- "not now" => "That's perfectly normal, that's why I'm calling you. Now is when we organise January and February"
The results:
- either book the appointment for January right now (and so remember to reconfirm the appointment a few days beforehand)
- or gather the reasons why, when you call back in January, it will be worth meeting (this is called: preparing a recontact)
Another appointment-setting technique is to call and say straight away "we're currently organising the start of the new year, I'm calling to book a meeting in January or February".
January and February are therefore often very good months for prospecting, both for booking appointments and for holding them. Budgets have often been allocated and prospects are eager to take action
Happy prospecting
