The Pitch Your Prospects Aren't Answering You. This phrase can trigger a sense of concern for any sales manager. But before you start re-evaluating your entire sales strategy, consider the time of the year. According to a study by the Harvard Business Review, response rates to sales inquiries can drop by as much as 15% during the summer months. This dip is often due to prospects being on vacation, spending time with family, taking kids to camp, or engaging in sports. Understanding this seasonal pattern is crucial in maintaining a balanced perspective and adapting your approach accordingly.
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On Vacation When your prospects are on vacation, they're disconnecting from their work, including their email and phone calls. This is a time for them to recharge, and respecting this boundary can actually work in your favor. By acknowledging their need for a break, you build a relationship based on respect and understanding. When they return, they'll remember your consideration.
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With Family Family time is sacred, and many of your prospects will prioritize it during the summer. This is a time when work emails get lower priority. Recognizing this, you can tailor your communication to be more flexible, allowing them the space they need. This approach not only shows empathy but also aligns with the values of work-life balance, which is increasingly important in today's business world.
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Taking Kids to Camp The summer months often involve parents being busy with their children's activities, like taking them to camp. This added responsibility can lead to a decrease in their immediate responsiveness. Understanding this, you can adjust your follow-up schedule to give them the time they need, demonstrating that you value their personal commitments.
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Doing Sports Engaging in sports or other recreational activities is common during the summer. This means your prospects might be out of the office more frequently, participating in activities that help them unwind. Recognizing this can help you plan your communication strategy, perhaps shifting to less formal channels or adjusting the timing of your interactions.
So What? Understanding the seasonal behaviors of your prospects is key to maintaining a healthy sales pipeline. By acknowledging and respecting their summer activities, you demonstrate empathy and build stronger relationships. This approach not only helps in maintaining current prospects but also sets a positive precedent for future interactions. Remember, sales is not just about closing deals; it's about building connections. By adapting your strategy to the summer season, you're not only respecting your prospects' time but also positioning yourself as a thoughtful and considerate sales leader.
Next Steps
✅ Ask your prospects what their plans are as you approach busy seasons.
✅ Remain calm and send an email asking if they are on vacation.
✅ Limit the number of messages you send once you ask.
Closed Won!
Understanding your prospects' summer activities and adjusting your approach accordingly can make a significant difference in your sales strategy. It's about striking the right balance between persistence and respect. What have you done that worked, what are you trying to help level up your reps and make you the Sales Leader you wanted to work for? Leave a comment or question below, let's help each other, and our reps move those deals to "Closed Won!"
