Slow sales seasons occur in virtually every industry, whether it's during the summer when everyone heads to the beach, or during the holidays when everyone spends time with family. How do you increase sales during slow times like these? Keep the momentum going by using these proven tactics:
Use sales incentives.
There are a few tactics you can employ to increase your sales – sales incentives being chief among them. If you’re trying to grow during a slow sales cycle, consider offering sales incentives to representatives for meeting their quota during slow months, or for bringing in the most sales. This will increase their motivation levels and will help point your sales in a positive direction.
Offer seasonal sales and discounts.
One method that helps draw in clients and prospects during these times is to offer seasonal sales. Promote certain products that are either relevant to the season, or that are known to be slow movers during that time of year and you just need to get rid of overhead.
Summer months are a wonderful time to prospect. Get creative and use your prospects’ out of office notifications to setup future meetings and connections with them. Save the dates on your calendar to contact them upon their return.
Slow seasons are great times to attend events and conferences. Find conferences and events specifically related to your industry or your clients industry and send your sales staff. You can make these events exciting by selecting those that take place in more popular destinations.
Reevaluate your sales tools and strategies.
Down times are also a great time to review the sales tools and strategies your sales staff currently uses to prospect and close. Are you using the best that Research new tools and strategies that you can incorporate for greater tracking and communicating.
Slow seasons are stressful for you and your teams. Make sure that you lay out realistic expectations to keep everyone from becoming discouraged and to keep everyone motivated.