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Agent Suzanne Gluck noticed a surge in manuscript queries every Thanksgiving. She learned it's a reaction, not a strategy: aspiring writers, needled by family, hit "send" out of embarrassment. This reveals the emotional, often irrational, drivers behind outreach attempts, offering a chance to connect differently.
Related Insights
People are more receptive and in a giving spirit during the holidays. This leads to a 500% higher submission rate for testimonial requests in December compared to any other month, creating a prime opportunity to gather valuable social proof for the year ahead.
Thanksgiving gathers diverse groups in a captive setting, forcing conversation and sharing. This makes it a powerful, organic launchpad for trends and products, as seen with the rise of "Green Wednesday" for the cannabis industry. It functions as a nationwide business convention with forced networking.
Conventional wisdom says to pause sales outreach in late December. However, many prospects remain highly responsive as they look for distractions from family events. The decrease in overall business noise can also make your message stand out more easily.
Top literary agent Suzanne Gluck rejects the idea that a bestseller can be architected. When authors ask for a formula for success, she tells them the only chance they have is to write the book they are truly passionate about. Authenticity is a prerequisite that cannot be faked or engineered.
Don't assume a linear, rational buying process in B2B. A prospect's delay might not be about your offer but about personal logistics, like checking their family calendar. This insight allows for a more empathetic and effective follow-up cadence.
Salespeople mistakenly delay follow-ups to avoid being 'annoying,' but this kills momentum. Prospects don't track outreach attempts like salespeople do. A steady, frequent cadence isn't pushy; it demonstrates reliability and preparation, proving you won't quit on them.
To get his first book deal, the host ignored the standard advice of finding an agent and instead sent query letters to 100 publishers listed in a directory. This naive, high-volume strategy, while defying industry protocol, resulted in two offers, demonstrating that direct, persistent action can succeed without insider knowledge.
Relying on common sales triggers like funding announcements makes your outreach generic. Effective prospecting uses unique signals—such as specific LinkedIn posts, negative product reviews, or podcast appearances—to create relevant and differentiated messaging.
Contrary to the belief that holiday themes are unprofessional for B2B, incorporating playful, Halloween-related subject lines like "Don't ghost your leads" can boost email open rates by over 15%. This tactic is most effective when used in the 10 days leading up to the holiday.
At year-end, write and mail thank-you letters to people who impacted you. In an era of overflowing inboxes, physical mail has a near 100% open rate. It's a powerful and memorable way to cut through the noise and plant seeds for future relationships.
