Summer is just around the corner, bringing with it a common and justified concern among many sales professionals that business simply tends to slow down. People go on vacation and focus on things other than work. Decision-making cycles in companies become longer, and important decisions are often postponed until September. Summer also brings increased household expenses, and consumers are less inclined to spend on new products. So how can you survive the summer slowdown without seeing your sales decline? Here are a few tips to help you manage it.
Do not stop looking for new clients
According to the HubSpot blog, some salespeople are so worried about the summer that they stop seeking new clients and delay their sales efforts until autumn. This is a big mistake. For some potential customers, the summer lull at work may actually provide the opportunity to finally focus on evaluating business offers. That is why you should continue prospecting throughout the summer months.
Offer favorable terms for contracts signed during summer
You may need to give customers who would otherwise delay their decision until September a reason to act sooner. One way to do this is by offering time-limited or stock-limited deals that are only valid during the summer period.
Watch for signals that clients may be interested in your product
Monitoring signs that end customers or companies may be open to new offers or suppliers is a good practice year-round. However, it can be especially valuable during the summer, when every sale counts. In the case of businesses, such signals might include the launch of a new product line, acquisition or sale of another company or branch, or a change in leadership.
Follow up with promising leads who previously declined your offer
Summer can also be a great opportunity to reconnect with some of your earlier prospects who previously declined your offer. Their situation may have changed (or perhaps your offer has evolved), and you might now be able to find common ground.
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