Dog Days of Selling

Dog Days of Selling:from EyesOnSales.com

Well here we are in the middle of a blistering heat wave. The thermometer hit 100 degrees recently.
I recall this time of year on the farm. We were still in the midst of harvesting blueberries and beginning to pick peaches. In about mid-August I'd pretty much finish my work on the farm and get ready for two–a–day practices for football.
I loved working on the farm and I loved football. But I don't miss any of the hot, hot days we had to work through and practice through so that we could enjoy a lucrative off season on the farm and a successful season of football.
Having said that, I still worked and I still practiced. This was non-optional behavior if we wanted to be successful at harvest and game time.
Sounds kind of like selling.
As you grind through the summer months, you are probably experiencing the same thing that I have over the last 30 to 45 days. Prospects not in. Prospects not returning phone calls. Prospects not making decisions. Prospects delaying because it's the end of the second quarter. Prospects not taking action because the team to make the decision is always "out" or "on vacation". You keep pounding the phone to get through maybe 10% to 15% of the time. Can anything be more frustrating?
Rejection might be better because at least you're getting a decision and you can close the book on that particular prospect and move on. But instead you leave another voicemail.
So what do you do? Keep on "keeping on". You have to stick to the plan. You have to make those dials. You have to stick to your formula for success. You have to continue to practice your approach and stay in the habit of solid prospecting behavior.
Why?
Because others in your business have already quit for the summer. They've succumbed to the frustration and taken the rest of the summer off. But when summer has ended, what happens? Those who have stayed the course, maintained their prospecting activity and continued to hone their sales approach will be far ahead of the pack when it's time to do business.
So if you never stopped, you've kept your momentum and you've kept your name out in the marketplace. And because you've sent emails, left voicemails and sent newsletters, when those clients and prospects do come back who will they remember? What name will ring a bell? Whose call is likely to get answered?
Yours.
Your perseverance will pay off. You will have kept your skills sharp and your prospecting behavior consistent. You will have the momentum that it takes to finish strong for Q4 and start great for Q1.
So here are your action items to keep your pipeline strong and your results extra-ordinary through the dog days of summer:

• Dedicate yourself to prospecting at least 20% of the time during your working hours for the rest of the summer.
• Ask for referrals on EVERY appointment that you have for the rest of the summer. Even new business appointments. ASK EVERYONE.
• Schedule at least one center of influence meeting a week to get referrals.
• Schedule at least one non-service related appointment a week with a top 10 client. Ask for referrals to your niche market.
• Get one appointment a week with a vendor of your organization. You never know, they may have an opportunity that is perfect for you or you may get some "ahead of the curve" information about new products or the company's strategy for the remainder of the year.
• Track all of your activity for the month of August. Use the results when you begin to build your business plan for the upcoming year.
• Sell something. Anything. But keep selling.