I hope you’re enjoying your summer so far!
The thing is, in sales… there’s never a bad time or an excuse not to sell. This has never been more obvious to me than with our product, StaffStat!
I’ve heard over and over that “end of day is a bad time to sell”, “start of day is a bad time to sell”, “Mondays are bad for decision-makers”, “Fridays are bad for decision-makers” and more often than not I’ve heard “summer is bad for business”.
I’m here to tell you that as a sales person, there is never a bad time to try to sell your product or your solution. Of course there are ups and downs in the sales cycle but if persistence is the key then obviously you need to push yourself during those down times with prospecting, making the most of your contacts, taking advantage of timelines and fostering your relationships. Here’s how:
- Prospecting: You never know who might be sitting at their desk, needing exactly what it is that you’re selling. Sure, summer can be seen as a season where everyone is on vacation but on the flip-side, I prefer to think of it as a season where every company is trying to operate with a skeleton crew. This often highlights holes or problems within their systems, their procedures, and their overall inefficiencies. If the person who is struggling with a pain point for which you have a solution happens to open your email or answer your call during that time, the stars have aligned.
- Making the most of your contacts: This is the time where you can connect with your current contacts and customers and ask them for testimonials on your service and your product. You can also use this time to market a referral program. While others are resting and taking their summer vacations, you’ll be making the most of the contacts you already have, leading to inevitable future sales.
- Taking advantage of timelines: I’ve mentioned a few times throughout my blogging that September is often seen as the “Business New Year”. When you’re trying to do business in the summer always keep in mind that a lot of decision-makers want a fresh start effective September 1st. Let them know, early on in the summer, that you will work throughout the ‘quiet season’ to get them running and operating by that deadline. Encourage them to see that starting fresh in September is a wonderful opportunity that you would like to seize and they will definitely benefit from being ready to go, effective the Business New Year.
- Fostering your relationships: We’ve managed to sign corporations during the summer and that’s because we have persisted throughout the year and built those relationships. Of course, some decisions are put off because some of the key people are on vacation! Your goal during this time is to build cheerleaders for your solution. You need to prove during this quiet time that you have what they need. When those decision-makers come back from vacation, all they’re going to hear about is how wonderful your product is and how much their organization needs it.
The lesson in this blog is that no time is a bad time to sell. You can lean on summer as an excuse or you can use summer as a great way to move forward with prospects, contacts, connections and relationships.