My good friend Bill Brown sent an email last week asking me to remind my listeners and readers to enjoy themselves over the next two weeks of the holiday season. Bill’s advice is right on the money. This is the slowest time of year for most B2B salespeople, however, for the next two week’s you have the opportunity to reach out to your customers and prospects by phone, email , snail mail or in person with season’s greetings. At this time of year most people are in a good mood and are willing to take time out of their day to greet you. If possible, be sure to drop of treats, gifts and other goodies to your most important clients. Most importantly though take time to relax, recharge and enjoy with your family and friends

Speaking of reconnecting, Mat Houchens who is a Senior Commercial Account Specialist for Infinite Energy asks, “Jeb, what are your thoughts on holiday cards to customers, prospects, lost customers etc

Mat, I believe that any time you have the opportunity to send a card or letter to a business relationship for a positive reason you should take it.

Now aside from the political correctness issues we all face today – I’ll leave it up to you whether or not to say Merry Christmas, Happy Hanukah, or Happy Holidays – the most important thing about holiday cards is that they be personalized.

To make the most impact forget the preprinted labels and hand write the address. And always be sure to include a handwritten message on the inside – even if you are just signing your name. There is a huge difference in the impact of an impersonal card and a personalized card and envelope that indicates that you really care. When people believe you care they will remember you in the months to come.

I hope that you and your family have a very happy holiday season.  I’ll see you in 2010.

Jeb Blount is a leading authority on sales and sales management. He is the CEO of SalesGravy.com (the most visited sales content website on the internet) and a consultant and speaker to sales organizations worldwide. He is the author of Power Principles and 7 Rules of Outselling the Recession and publishes Sales Gravy eMagazine which has more than 80,000 subscribers. Jeb also lectures regularly at the University of Central Florida, coaches the UCF National Collegiate Sales Competition team, and serves as judge for the MIT International MBA Sales Competition. Please send sales questions to salesguy@quickanddirtytips.com. Follow Jeb on Twitter: http://www.twitter.com/salesgravy Join the Sales Gravy Group on LinkedIn: http://www.linkedin.com/groupRegistration?gid=1781348

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