This time of year you may think that no one in their right mind wants to discuss holiday lights. This may be the response you receive from some people, but others are willing to listen. Especially the potential customer whom has had lights installed in the past. You will find if they have had a bad experience with their existing service provider they are usually more receptive to your call. Right now should be more of an awareness campaign than sales. Here are some techniques that have seemed to help me to gain some traction this time of year.

Networking- After attending a local Chamber “How To” event things seem much clearer to me on how networking works. Your ultimate goal should be to build a circle of professionals that you feel confident in enough to refer their services. As well as call upon to ask questions if you were to have a question in their field of expertise. These people should also feel the same about you. Remember don’t expect immediate results as you are in the process of building long term relationships.

At your next networking event try using the 3-2-1 process

1. Make an effort to get to know 3 people well enough that you will remember them the next time you see them in a similar situation.

2. Connect with at least 2 people that will remember you. The easiest way to make people remember you is to genuinely make them feel important and valued. Ask questions and LISTEN to the answers.

3. Find a way to help one individual. This could be in the form of a valuable introduction, lead or referral, or an offer to present this individual to a customer of yours.

Reestablish contact with old customers Sometimes if an old customer has stopped using you because they “found a cheaper deal” and you have parted ways in good terms they realize the value in the past services you have provided. An easy lead into this call would be to ask them how their past season went and offer to give them a re-bid.

Target Businesses—I have seen good response so far this year with the following: Apartment Clubhouses, Golf Clubhouses, Assisted Living Facilities, Homeowner Associations and Property Management Companies.

Sometimes all you need to do is walk in with a catalog and introduce yourself and your company. Remember awareness is what you are after this time of year. Follow up later when it gets closer to the season. When the time is right they will call you.