Typically businesses that market to other businesses blame the slowdown in December on the holidays. Business owners and marketers will tell you that December is just slow, what with most of their prospects being preoccupied with the holidays.

Is this correct or is it nonsense?

Yes, it’s true at this time of year most people’s minds are focused on the holidays and many people are preoccupied with spending money on gifts, which is actually a good thing for B to B businesses smart enough to see this as an opportunity, not an obstacle.

Think about it, your prospects have a mindset to spend money, and like most people who never actually get the gifts they really want, are more than willing to spend money on themselves. They’re ripe and ready for you to market to them, though you just need to turn one obstacle into an opportunity.

The obstacle is they’re thinking about the holidays and Christmas. The opportunity – use the holidays and Christmas to market your products and services. For example, many people have wish lists for Christmas presents, why not ask them to create a wish list for their business. Ask them what they want and need to grow business next year and then list the products and services you sell.

With the right strategy – December can be your best month ever. Instead of seeing the holidays as a distraction, you can leverage them to increase your sales and profits.

– Charlie Cook
Marketing That Gets Results