We can’t think of a better time to shift your attention to securing referrals.
4. Get creative with outreach
What’s the clickthrough rate on your outreach emails and when did you last test creatives or try and improve on what you currently achieve?
Downtime could be usefully spent creating test templates to deploy when things pick up.
5. Spring clean that database
Your sales database is the – often hidden – foundation of your sales results.
During the extra time that your staff have in a slump, they can spend valuable time improving the database by ensuring fields are completed consistently and deadwood is removed.
If your typical prospects aren’t available, then now is a great time to plan to mine for some more.
This could simply be ramping up your prospecting activity to fill the pipeline for more fruitful times, but it could also be getting things in place to expand into new areas. Maybe you have an idea of a new market – or a decision-making segment – that you are currently not hitting?
Prospecting outreach is all about building your pipeline for the future, the activity you do now will result in closed business 3 months from now. It’s the 30, 60, 90-day sales lifecycle:
Opening with prospecting in the first 30 days, pitching and proposing during days 30 – 60, and closing the deals in the last 60 – 90 days.
The idea of stopping the first part of your sale cycle during a “slower period” will only hurt you 3 months later, when you are having to build your pipeline back up.
Now is the time to get the ball rolling and the skittles in place.
7. Minimising schedule conflicts
Although there’s little you can do about the holiday times of your prospects and leads, there’s plenty you can do to avoid scheduling conflicts and overlapping holidays by planning ahead with your team.
8. Minimising disruption
Similarly, your sales team should check when they’ve arranged to touch base with leads and either ensure they are in the office at that time or politely reschedule.
Likewise, unless you are dropping your sales targets and focussing on other goals, then if it takes 15 meetings or demos each month to hit targets, make sure these are all booked prior to or after their holiday.
9. Play the bonus card
If you are committed to growing or maintaining your sales during the slump, you can plan to introduce a special summer bonus for sales to incentivise productivity and activity.
But, if hitting that target is highly unlikely, you could offer instead a bonus for the team member who brings in the most sales that month.
10. Call out the big guns
You are not alone in experiencing a sales slump: it affects your competitors too.
One way to grab attention at this time is to offer a seasonal sale to try and close deals left open and grab the attention of existing and potential prospects.
11. Play the waiting game
As you are expecting to get Out of Office notifications at these times, make a careful note of the date your contact will be back and schedule a call in your CRM.
12. Highlight best practice
By carefully reviewing your team’s performance over seasonal slumps you can highlight the actions and tactics of those who still hit their targets. These best practices can be shared with the team as a whole.
13. Enjoy yourselves
Happy employees are 12% more productive at work, according to the University of Warwick. Maybe these slumps are the best time to plan team events and informal outings to help the team bond and keep everyone motivated.
Seasonal slumps can be used to revamp and reinvigorate your social media strategy. Maybe you’re not using Instagram or your Facebook posts are a little uninspiring. With some careful planning, you could be prepared with content to engage and stimulate your audience for months ahead.
In the same way, planning content for blogs can ensure that there won’t be that last-minute scramble for ideas or arguments over timings.
15. Get on the case
Take the free time that you have to work on developing case studies, getting testimonials and asking for reviews.
Most customers who have received good service are more than happy to give a testimonial, but often struggle to find the time. It just slips down that to-do list.
You can address this by doing all the heavy-lifting for them and simply sending them a testimonial or case study for approval.
A proactive approach to summer slumps
We expect a slump in summer every year.
But the worst way to approach a challenge is to give in.
Do not stop driving your business forward: hopefully, you can now put some measures in place to minimise the expected slump.
One option to combat that summer slump is to outsource lead generation efforts – hand over an entire channel or a chunk of the goals to an expert lead generation company. If you’re thinking of going down this route, have a browse around our site to discover how we can help deliver on your targets.