I don’t know about you, but right after July the 4th business seems to slow down and then it limps along until September. There is business to be had, of course, but the excitement and urgency of the first half of the year seems to have evaporated in the heat of the days.
Summer happened, that’s what! As I speak to clients and colleagues (who aren’t on their family vacations) they tell me the same thing—many of their bosses, co-workers, suppliers or business partners are either on vacation, just coming back from a vacation, or just about to take a vacation.
In fact, many people I know are taking as much as three to four weeks off! (I just spoke with a potential coaching client, and when I asked him when he was thinking of starting our coaching relationship, he told me it would be after his month-long vacation in August. He and his wife will be back right before Labor Day.
So there you have it. Business is seasonal. Kids get out of school. The weather changes. People have worked hard and are now ready to take some time off. Business changes and people seem to relax.
Does this mean companies aren’t buying or planning for the fall? Of course not. It just means that they are going to begin doing things on their timetable, not yours.
So here’s what you can do to not only make sales now, but also set yourself up for the best finish of any year you’ve ever had:
It reminds me of the “dog days of summer” in NFL training camps. I still remember what Bill Parcells told his players in late December when they were about to begin a drive that would determine whether they got into the playoffs or not. He looked at his exhausted linemen and said: “This is why you lift all those damn weights!”
The effort you put in now will make the difference at the end of this year…
Face it, if things are slow for you, they are probably slow in their business as well. How about asking what they are doing to deal with this period and what they are doing to get ready for the fall. And how about asking how you can help them do that? Can anyone out there say “up sales”?
Some of you know that I use Send Out Cards to keep in front of my clients and prospects, and did you know that you can now use that same system without a sign up fee? Click Here to find out how.
Why not design a card with a picture of yourself and family on YOUR vacation and send it to all your clients and prospects? That’ll give you something to talk about.
Remember, “Fear Pushes, but Vision Pulls.” Use this time to create a compelling vision of the rest of the year for yourself and let that vision pull you through the summer…
I’ll bet you have your own list of positive reading material you’d like to finally read. Pick one book tonight, put it on your desk and commit to reading it before the next holiday.
That alone will make a huge difference for you.
The most important thing to remember during the summer is that “This too shall pass.” If business has slowed down, that will change. And if you take advantage of any of the five suggestions above, you’ll be the most prepared to prosper when it does…
Further resources are available in the Mr. Inside Sales blog by clicking here.