Many contractors believe that between Thanksgiving and Jan. 2, people stop buying and become preoccupied with celebrating and eating. Quite the contrary, according to Tim Connor, speaker, trainer and best-selling author ( “People are more in a buying spirit than at any other time of the year,” he says. “It doesn’t matter what you’re selling, the world doesn’t grind to a halt just because it’s the holiday season. Have you been operating under the belief that you are going to have a difficult time selling during this time period? If so, you may be setting yourself up for failure. There is a psychological principle – the Pygmalion Effect – that states that you get what you focus on and expect. You tend to get in reality what you expect in your mind.”

Connor offers a brief list of things to consider to help keep you from losing momentum:
  • Conduct an attitude checkup.

  • Do you slow down your prospecting efforts during these 6 weeks?

  • Do you believe it is harder to see people during the holidays?

  • Do you feel it is necessary to discount or lower prices during this period?

  • Do your motivation, energy and commitment wane during the holidays?

  • Are you too busy with other activities to keep your sales and marketing edge?

Connor provides these tips to help you keep your production levels up during the holidays:
  • Use this time to evaluate the past year’s results. What could you have done better, smarter, faster, easier?

  • Use this time to plan your activities in the new year, and set realistic goals in all areas of your life.

  • Don’t stop prospecting.

  • Reevaluate your sales approach – what’s working and what isn’t and why.
“I am not a Scrooge,” Connor insists. “I believe in spending important family time with those in your life who need and want some of your time and energy. I am only suggesting that you not significantly alter your sales and marketing efforts just because it is the holiday time of year. Remember, while you are attending an office party, shopping or planning a holiday trip, your competitor may be making strides in your market. Don’t lose momentum during this time period.”