Are The Holidays A Good Time For IT Lead Generation?

Conventional wisdom dictates that during the holidays at the end of the year every decision maker packs up and hibernates for winter.

This means that if you’re trying to sell anything other than toys then you’re just out of luck until January.

Is this really the whole truth or is it just possible that you can do IT lead generation during winter?


Check Yourself

Before you just go with the conventional wisdom and decide that you’re not going to do any marketing during the end of the year, you might want to evaluate your reasoning behind this decision.

Are you in good financial shape and already have plenty of IT sales leads in the pipeline for the beginning of next year and just need a good excuse to go on vacation?

If not then you really should take a second look at this urban myth as you might need to consider conducting some prospecting during the Holidays!

The Truth

Of course, with the winter break for children in school and the fact that many of the decision makers have plenty of money, there is some truth that many C – Level seats just might be empty during much of the end of the calendar year.

However, I can speak with experience that it will not feel like a ghost town if you’re calling during the end of the year.  After all not all the executives can be gone from the business at the same time.

Normally there is always someone holding down the fort plus consider that not everyone has enough vacation time to be gone the entire Holiday season.

What is interesting is that often the contacts we do make are amazing leads because they are at the end of their IT contract or they are in the office because things are not going smoothly.


The cold hard reality is that many prospecst will be hard to reach or are gone entirely.  However there will be plenty of decision makers on hand that can be reached to justify an IT lead generation campaign in November and December.

This option just might make great sense if your sales pipeline is empty and you want to jump start marketing in the first Quarter of 2013.

In fact, the period between mid November and the first two weeks of December are a great time for sowing seeds that you can reap in January or February.



John Black is the Marketing Director at MSP Telemarketing and has over 10 years experience marketing on behalf of managed services providers.