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Cold Calling During Holidays

by bss2t
8 replies
Hey guys,

We are cold calling real estate agents for SEO this month. We are setting appointments pretty well (1/30 calls, or about 1/12 answers) but are having trouble closing.

I wanted to see if you guys have trouble closing during this time of year due to the holidays, when cash is tight.

Thanks!
#calling #cold #holidays
  • Profile picture of the author kirbymarketingconcierge
    "holiday specials and happy new year promotion....!"

    prevention of that objection

    it's just an excuse, not a business reason.

    would you plan & start a new years party on the 1st?

    IMO
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  • Profile picture of the author iAmNameLess
    There are business owners that close up and pretty much put off any business until after the holidays, and there are those that it is business as usual.

    The smart business owners will see this as an opportunity to get ahead of their competition who is hibernating for the winter, and they also see it as an opportunity to have an additional tax break.
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    • Profile picture of the author sandalwood
      I don't know how you are approaching your prospects but in my business holidays don't make a difference. The world goes on whether it is Christmas, New Year's, birthdays, anniversaries, etc. Maybe you need to tweak your approach.

      We've just passed Black Friday so that may be out. However, we haven't passed White Christmas. Listen to the song and adapt some of Bing's lyrics. Of course, you should first laugh at my suggestion and then try it.

      Let's face facts, what kind of music are your prospects hearing at the mall, on the radio, even in TV ads, right? I say all this thinking you are familiar with Christmas music. People remember most of the words in these songs so you are naturally tapping into what they are already swishing around in their head.

      I'd go into some NLP horse hockey as my rationale but it's the holidays and nobody wants to hear it.
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    • Profile picture of the author Claude Whitacre
      Originally Posted by iAmNameLess View Post

      There are business owners that close up and pretty much put off any business until after the holidays, and there are those that it is business as usual.

      The smart business owners will see this as an opportunity to get ahead of their competition who is hibernating for the winter, and they also see it as an opportunity to have an additional tax break.
      Smart. And, you can always think of a reason why now is the best time to see you, and the best time to buy. End of the year is a natural..powerful...deadline.

      They won't have the money until after the first of the year? That's why God invented credit cards.
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  • Profile picture of the author Sandy Berth
    cash is tight, is this the reason you can not close them? Are you sure that is the only reason? Your question is so vague it is impossible to answer.
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  • Profile picture of the author DaniMc
    The best objections you can possibly get are related to money. When money is the only problem, you have them right where you want them.

    Other objections indicate a mistrust or disbelief in the product or provider.

    If they want it, they believe it will help, but just can't afford it - that is a problem you can solve.

    Do you actually get the "I have no money" objection or is it something that you have come up with yourself? Sometimes we can try to make up reasons to explain why we are struggling, and then go to work on the wrong problem.

    Realtors have a long sales cycle and are used to spending money when there's no immediate revenue. I believe your cash objection is not the real issue.

    Many agents go into a kind of hibernation during December. It has nothing to do with money. Sell the idea of starting 2015 with success and momentum. Stress that you want to help them have the best spring and summer ever, and if that is to happen, the planning should begin now.
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  • Profile picture of the author bss2t
    We are getting a lot of "Yes, but in January" responses. I agree agents typically take Thanksgiving to New Year's off work, so I am sure it is a big part of our response.
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    • Profile picture of the author DaniMc
      Originally Posted by bss2t View Post

      We are getting a lot of "Yes, but in January" responses. I agree agents typically take Thanksgiving to New Year's off work, so I am sure it is a big part of our response.
      "I'm glad to hear you are interested. There is an increase in leads by 50% from December to January. Most of your competitors have pulled back this time of year. I'm sure you want to get ahead of all the other Realtors in January, and the only way we can do that for you is if we sit down this week and talk about the best direction. Let me come see you for 5 minutes on Dec 21. If 5 minutes goes by, and you aren't a good fit for what we do, we can part friends, fair enough?"

      Someone else can probably come up with something better. But that is what I would say.
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