Business managers and sales prospects alike are typically operating in summer mode, creating a summer sales slump
seizing the limited seasonal opportunities for warm weather activities with family and friends and vacation travel. But, of course, you still want your business to enjoy a profitable sales season. Often, suggestions offered for avoiding a summer sales slump are actually fundamental year-round business requirements. However, there are time-proven sales-boosting initiatives for businesses that typically experience reduced sales production during summer months.
Create a summer surge
Mine your archives of unclosed sales prospects, and re-engage with these valuable leads.
So much of the sales work is already done. Follow up with these prospects offering an opportunity to wrap up their decision-making before they embark on personal summer plans.
Fourth quarter pre-selling
Summer is the naturally ideal period for setting up fourth quarter sales.
Use the opportunity to cold call, or otherwise create new leads, or work to nurture existing leads. Cultivating leads for closing by year-end is the smart way to avoid a summer sales slump. In utilizing slower summer months to build toward a larger yearly sales total, strong closers can often effectively inspire prospects to make the buying decision during the summer as a convenience. Prospective customers may prefer completing their business transactions with your company in third quarter if a hectic fourth quarter push toward their year-end deadlines is predictable.
Embrace the mood of summer culture by mixing business with seasonal pleasures.
Organize activities to entertain clients and develop mutually beneficial business relationships. These are ideal venues to promote repeat sales. Such strong business connections also generate referral business, which perpetually breeds referral business as each new client referred, in turn, provides referrals.
Staying on track during vacation season is challenging.
Especially for business professionals with children at home from school for months, personal responsibilities might be much increased during this time of year. With so much going on, burn-out is a heightened risk. The most consistently well-performing business managers and sales professionals are characteristically those who understand the wisdom of relaxing to recharge the mind and body. So, take a vacation at some point during the year. If you don’t vacation during the summer, do take some time outdoors during these months to enjoy the nice weather. It is prudent for you and your staff not to dismiss this important step. Decompressing periodically sharpens mental focus, contributes to physical health, and helps sustain motivation. These are essentials for maintaining high-intensity sales efforts over a long-term.
Shake up the routine with some outdoor meetings, if practical. Consider creating friendly competition for reaching seasonally applicable performance benchmarks in obtaining new leads, new sales, repeat sales, up-sells, referral leads, etc.
Adjust the language of your marketing and sales messages to relate to the seasonal interests of your prospects. A presentation modified to make it refreshingly summerish will represent a new idea to your prospects and impress them with an image that seems energetic, imaginative, and forward-moving.
Use this tool: 10-Things-for-Your-Best-Summer-Ever
Thom Torode is a NJ based Executive & Business Coach.
He has owned over 5 different businesses and is currently the Managing Director for Sunrise Business Advisors. Thom’s expertise includes working with those business owners who have getting them unstuck and back in growth mode. Additionally Thom works with both franchisees and franchisors in helping them develop their leadership. Thom is also Director Consultant with BNI. When not helping business owners and their teams create the business and lives they want and need, he can be found following his kids activities.