7 tips for booking more demos in December
And hit your quota in Q4.
Sending the newsletter 1 day late, we are moving to Mexico in a month and got busy with the move this weekend. Sorry about that. Also next week, I’ll send the last newsletter of the year because I’m going to take a break until January.
In the past few weeks, was thinking about how can I help and bring you value to a larger scale. Because I’m getting more and more SDRs asking me for time.
I don’t have enough time in my days to do that. But I’m thinking about doing Live Q&A sessions to answer all the questions you have about prospecting, sales career, being an SDR, etc. Let me know if you might be interested to join by replying to this email or send me an email at: bonjour@elriclegloire.com
[French Speakers] On Thursday 15th at 12pm (Paris time), I’m speaking at an online event about video prospecting. If you want to join: register here.
We are almost halfway through December, and it can be a busy, stressful time, and tough month for every SDR.
Prospects are getting busy with holiday preparations and end-of-year activities.
Now is the time to think about the last few weeks of the year and how you can make the most of them.
But let’s focus on what we can control, and not what we can’t: OOO messages, low reply rates from our prospects, etc.
Today, I’m going to share with you 7 tips you can use to book more meetings in December.
Let’s go:
7 tips for booking more demos in December
#1 Low-hanging fruits
Focus on those previous opportunities, no shows you got last month or those prospects who told you to contact them in December.
Contact customers when they change jobs
20% of people change their jobs every year, so it means you can find, quickly, champions of your product.
Those people are more open to having a conversation about your product because they have already used it in the past.
How?
Go on Sales Nav → Lead Filters → Company section, click on Past Company → Add companies that are current customers → Exclude the same companies on Current companies (to exclude your prospects who have been promoted) → Look for the title of the people you are prospecting
Closed lost opps
This one is one of my favorites. Easy to rebook a demo.
Go on your CRM, and create lists of opportunities that didn’t close for timing reasons, budget or other reasons.
Follow up: timing objection or previous replies
Check your inbox to find prospects who told you to reach out in December or Q4.
I’m using Labels on Gmail to keep track of those emails + I set reminders with Gmail, to make sure I don’t miss them.
Don’t know what to say in a follow-up? Check out this newsletter: Follow-ups: 3 easy ways to increase your reply rate
That’s it for tip #1.
#2 Rank your accounts
Now that you don’t have low-hanging fruits anymore, let’s talk about the other triggers you can use.
Companies who are still hiring: you can check PeerSignal.org or use Sales Nav. Now with the current market, if a company is still hiring it means they have a good financial situation.
New executives: People who just get a new job are more open to new ideas. Don't contact those prospects who just started, wait until their month 2-3 to contact them.
Prospects following your company: These are people who followed your company's LinkedIn page. You already know that they are familiar with your company.
#3 Stop thinking that no one is going to reply.
Your prospects will always have excuses to not book a meeting.
Contact your prospects or otherwise, your competitors or someone else will.
#4 Send emails to get OOO messages
Right now, sending emails might be the best find you can do because prospects will set up OOO messages.
2 types of emails you can send:
Personalized: then get the OOO messages, and in January, when they are back, send the email with a different subject line if they didn’t reply.
We are not here to spam people because they are OOO because people still read emails and we need to think about what’s best for them not us.
#5 Use the OOO messages
OOO messages are helpful in 3 ways:
#1 Contact info
You will get the direct dials of your prospects. Your tools won't find all the data.
#2: Account mapping
In those replies, you can get the email or names of their direct reports, or their bosses. That’s great to know how they are structured. Make sure to understand their persona before reaching out.
#3 Leverage the info from the OOO messages
Sometimes prospects say something about their days off. Example: taking some time off to see my family in New York.
In your next touch (email, call, or LinkedIn message) you can include, hope you had a great time with your family in New York.
#6 Adjust your daily goals
At the beginning of Q4, I shared this newsletter How to hit your quota in Q4 easily (Tips + Calculator).
Now is the time to revisit it and adjust it if you are behind.
#7 Frontload Your month (Bonus for the next holidays)
The first step for December is to frontload December to anticipate the low reply rate during this month.
By frontloading I mean, in the 2 last weeks of November you can adjust your daily goals to anticipate the end of December.
That’s it for today. Hope you enjoyed those 7 tips.
This season can be a busy and stressful time.
But Q4 and December are not over, so let’s stay motivated together to finish the end of the year strong and hit quota.
PS: Even though you don't book those meetings in December, it helps you can book those meetings in January so you have a strong end of Q1.
Jobs
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That's all for this Sunday.
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See you next week.
Happy prospecting,
Elric
PS: Here're the 3 last issues if you miss them:
If you want to read the previous ones, you can here.
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