HOW TO KICKSTART YOUR SALES IN 2025: SETTING UP MEETINGS THAT STICK

The start of a new year brings fresh energy, new opportunities, and for many salespeople, the challenge of getting back into a rhythm after the holiday break. If you’re finding it tough to restart conversations with prospects or wondering how to turn those “Call me in the new year” responses into solid meetings, this guide is for you.

Coming back to work in January can feel like a slow process. Many people extend their holidays, especially in Australia, where summer is in full swing. If you’re in sales, this means you need to be prepared for a staggered return of prospects. Some may have been back since the first week of January, while others won’t return until late in the month, or even February.

While it might seem like a frustrating delay, this is a golden opportunity to start the year strategically. Rather than waiting for leads to return to you, take control of your sales pipeline and get ahead of the game.

Securing Those “Call Me in the New Year” Meetings

One of the biggest mistakes salespeople make is agreeing to follow up in January without locking in a specific date. The result? You’re left chasing people who are still settling back into work and pushing meetings further out.

Instead, when a prospect says, “Let’s chat in the new year,” try responding with:

• “Great! When are you back? Would you like to catch up in your first week back or give it a few days?”

• “I know things can get busy in January, so how about we pencil in a time now and adjust if needed?”

• “I’d love to take you for a coffee once you’re back. Would mid-January work for you?”

By positioning the meeting as something valuable rather than just another sales call, you increase the chances of securing a confirmed slot.

Planning Your Sales Year Like a Pro

If you want to stay ahead in sales, you need to think long-term. Instead of just focusing on the next couple of weeks, plan out your sales calendar in chunks:

• January–March: Secure meetings early, knowing people are still easing in.

• April–June: Be mindful of Easter and financial year-end planning.

• July–September: Expect strong business activity post-tax season.

• October–December: Position conversations for the next year before prospects disappear for the holidays.

If you map out your year strategically, you’ll avoid dry spells and keep your pipeline flowing.

Re-engaging Lost Leads and Past Conversations

If you don’t have enough meetings lined up for the start of the year, don’t panic. Instead, take a systematic approach:

1. Revisit Last Year’s “Not Now” Prospects

Many people who said “Let’s talk in the new year” are now back at work. Start reaching out by referencing your last conversation.

• “Last time we spoke, you were planning to revisit this in the new year. Are you ready to chat?”

• “I know you were looking at this for early 2025. Let’s lock in a time to go over where things stand.”

2. Check in on Lost Deals from Q1 and Q2

If a prospect didn’t move forward last year, now is the perfect time to check in. If they signed a one-year contract elsewhere, it may be up for renewal soon. Ask about their experience and whether they’re open to a fresh discussion.

3. Engage Dormant Contacts with Value

Not all outreach needs to be a direct pitch. Share insights, industry reports, or helpful content to stay top-of-mind.

• Send them a relevant whitepaper.

• Share a webinar invitation.

• Pass along a podcast episode that aligns with their interests.

The goal is to stay relevant so that when they do need your solution, you’re the first person they think of.

Play the Long Game

Sales isn’t about rushing to close a deal—it’s about building relationships. If you take the time to understand your prospects, align with their goals, and provide genuine value, you’ll see better results in the long run.

A good rule of thumb? If a prospect needs something by June, you should be talking to them by March at the latest. Give yourself and your clients the time to plan, adjust, and make informed decisions.

Final Thoughts

Starting the year strong in sales is all about preparation. Don’t wait until the calendar is empty to start scrambling for meetings—be proactive, get organised, and take control of your pipeline.