Some people try to convince themselves at this time of year that you can’t do any business.  That you can’t sell anything.  Unless you’re in the retail business, you might as well sit back and not expect much to happen till at least sometime after the New Year.

The problem is the payroll, the fixed costs and your other expenses go on 12 months of the year.  Business expenses don’t stop because it’s the holiday season.

Business is as much a mindset as it is a reality.  It you believe you can’t do business; if your sales force thinks it’s the time of year to drink coffee and relax then that is exactly what will happen.

Now I have to admit that it’s more difficult this time of year to do business than other times.  But business does go on and there is business out there.  In fact, one of my long-term clients I met on Christmas Eve.

If your customers are telling you that they don’t want to see you till after the first of the year, this is the perfect time to get ready for next year.  Have your sales force catch up on all their paperwork.  Make a list of new prospects you’ll want to meet and sell to next year.  Visit every one of your key customers.  Tell them how much you appreciate doing business with them.  There is not a moment to waste.  Especially in this economy.

Selling is more than just taking an order.  It’s preparing to go out in the field to meet new prospects.  Target the right customer with the right information.  Add new potential customers to your database.  Make next year successful because you planned now.

There is no such thing in sales as down time.  Business is out there.  Even in the last two weeks of the year.  And if you get that extra unexpected sale or that appointment with a company you always wanted to do business with it will make for a very nice way to end 2008 with prospects of even more success in 2009.