#066: Should you keep prospecting?

Read time: 5 minutes

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Prospecting during the holidays isn’t easy. Between year-end planning, holiday distractions, and out-of-office notifications, it can feel like the odds are stacked against you. But here’s the thing: the holidays also create unique opportunities to break through the noise, build relationships, and lay the groundwork for a strong start to Q1. With the right approach, you can make this tricky time of year work to your advantage.

Here’s my case for why you should prospect and how to do it:

Common Misconception: Prospects are unavailable or unresponsive during the holidays. The truth? They're busy but still reachable if approached the right way.

The reality?

• Executives Still Check Emails: Even during vacation, many leaders monitor their inboxes. With fewer incoming messages, your outreach stands a better chance of being noticed.

• Increased LinkedIn Activity: Some people will spend more time on LinkedIn during the holidays, engaging with content and connections.

• Less Noise: Many sales reps pause their outreach during this period, meaning less competition for your messages.

• Building Goodwill: The holiday season encourages a sense of connection. Thoughtful, personalized outreach can create lasting positive impressions.

Tailoring Outreach to Fit the Holiday Season

• Use Festive Messaging: Keep your tone warm and empathetic while staying professional. For example:

  • “As the year winds down, I wanted to share an idea tailored to biotech teams focused on streamlining their clinical trial workflows for 2025. Wishing you a productive end to the year and a wonderful holiday season!”

• Acknowledge Their Priorities: Prospects in life sciences are likely managing year-end tasks like preparing for grant submissions, finalizing budgets, or aligning new product launch timelines. Tailor your outreach to their specific role and challenges. For example:

  • “Hi [Name], I imagine you’re focused on finalizing funding allocations for next year’s drug development programs. If optimizing your trial timelines is on your radar, I’d love to share some insights on how we’ve helped teams like yours accelerate enrollment by 30%.”

• Stay Human: Avoid overly formal or generic messages. A little humor or a personal touch goes a long way:

  • “If you’re taking a break from holiday baking and would like to chat about streamlining your assay workflows for 2025, let me know!”

Creative Ways to Provide Value

Offer something useful without expecting an immediate return.

• Year-End Insights or Reports: Share tailored insights like "Top Trends in Biopharma for 2025" or a report on funding opportunities in cell and gene therapy. This positions you as a valuable resource while highlighting your industry expertise.

• Tools and Templates: Provide resources that make their job easier.

• Problem-Solving Ideas: Address specific challenges they might face heading into Q1.

• Webinars or Publications: Share helpful content that they can read or watch during their downtime.

Timing and Frequency of Outreach

December timing can be tricky, but thoughtful scheduling can maximize your chances of success.

• Avoid Actual Holidays: Skip sending on Christmas Day or New Year’s Day.

• Limit Non-Value Add Follow-Ups: Don’t “follow-up” or “circle back” or “check-in”. Provide value or don’t reach out.

• Offer an Opt-Out: Give prospects an easy way to defer the conversation to January:

  • “If now isn’t the right time, no worries at all—happy to reconnect in the new year when things settle down.”

Leveraging LinkedIn

LinkedIn is an underutilized tool during the holidays. Use it to engage with your audience thoughtfully.

• Send Personalized Greetings: Wish your connections a happy holiday season and subtly remind them of your expertise.

  • “Hi [Name], it’s been great seeing your posts on [topic]! Wishing you a wonderful holiday season and a successful 2025. Let me know if you’d like to connect in January to discuss [specific challenge].”

• Engage with Posts: Comment on or share relevant updates from prospects, such as new grant approvals or year-end reflections.

• Identify Q1 Initiatives: Use LinkedIn insights to find prospects working on initiatives like new partnerships, scaling production capacity, or regulatory submissions for Q1.

Make it Easy to Follow Up in the New Year

Holiday prospecting is as much about setting up January meetings as it is about immediate results.

• Set Up January Calls: Frame your outreach as preparation for the new year:

  • “Let’s set up a quick call in January to discuss strategies for optimizing your QC workflows.”

• Schedule January Follow-Up Emails: Draft and schedule personalized emails for the first week back to ensure you’re top-of-mind.

Examples of Effective Holiday Outreach Messages

Festive Email:

LinkedIn Message:

Voicemail Script:

Final Thoughts

December may be tricky for prospecting, but it’s also a time when the right outreach can create real opportunities. By focusing on personalized value, engaging on LinkedIn, and preparing for Q1, you can turn the holiday slowdown into a January springboard.

So, grab a coffee, put on some holiday jams, and set the stage for a fantastic 2025. Happy holidays!

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