A recent study by Captivate Network found that workplace productivity takes a 20% hit during the summer months. The study also found that attendance decreases by 19% and projects take 13% more time to complete. As sellers – this usually results in decisions being put off until after Labor Day or unrequited correspondence as our deals bake in the hot sun.
If you feel the pains of the summer sales slump – then try some of these ideas to help overcome them:
- Cross-sell into your existing business: This might seem like a simple solution but there are many obstacles facing companies looking to execute upon this strategy; the first of which is the fear of alienating your point of contact. I recommend an executive bridging call where your executive will contact your customer’s executive to take the pressure off of the account owner.
- Find old customers at new companies: There is nothing worse than when your raving fan of a contact leaves your account and ostensibly puts it at risk. On the flipside however, there is nothing better than when that person lands a job at a new company not doing business with you. Help these people remember the great job you did for them at their previous employer.
- Solicit your customer’s competitors: If you have developed amazing synergy, ROI and value with your accounts then congratulations. Now monetize that use case by telling your story to your customer’s competition. There is no need in naming your customer – just refer to the company as “a business within your industry.” These are the types of solicitation that are returned anytime of the year.
- Sell where it’s not summer: The funny thing about our planet is that only half of it experiences the summer doldrums at one time. The other half is experiencing – albeit a much milder – winter where productivity isn’t as impacted by vacations. South America, Africa, and the Asia Pacific are open for business – give them a call, or email.
- Expand the buying committee into closed lost deals – The frustration of losing a deal doesn’t have to be all encompassing. The value your provided may find better reception to new ears. Expand your original buying committee to executives or departments that were not part of the original scope. Did the CFO review the ROI? Did the CIO review the integration? Did the VP of HR understand how your service would help with recruitment and retention?
At RampedUp – we feel the pains of the summer sales slump just like you and have created some of these tactics to help overcome them. We are unique in the fact that we can help expand buying committees, provide competitors, connect with people in the Southern Hemisphere and identify old contacts at new companies. That is why we created the tool however – to help get sellers RampedUp – no matter what time of the year.