Depending on where you live and work,
the weather in your respective area may have an impact on sales. Coupled with
the calendar and you may be entering your own selling season. This week’s blog
post is a bit more personal, a perspective on my own sales career for at least
the past 12 years. You see, living in Cleveland, Ohio I have found there are
specific times during the calendar year where my sales are directly impacted by
the month and the weather outside. Let me share…
In the Northeast Ohio region, along the
shores of Lake Erie, the winter months tend to drag. January through March and
sometimes into April can be brutal with heavy snow, frigid temps and long grey
days. In this area we tend to feel stuck inside with little options for getting
outside for fun with the exception of maybe a quick trip to Florida or Arizona.
However, once June hits, everyone wants
to break free and run for the outdoors. It’s boating season, golf season,
motorcycle season, anything outside season. And, I’ve witnessed firsthand for
years that no one really wants to be beholden to their offices in June, July or
August. Sales tend to slow down a bit. I’ve compared my own scenario with other
sales people in different industries with like results.
So you may wonder why I’m commenting on
this topic today, Saturday November 1st? Well, to me, this is the
prime selling season. By mid-to-late October and into early-November many
clients have wrapped up their budget planning sessions for the upcoming
calendar year. And, many now realize they may have some budget remaining for
this year that they can spend. This is a fantastic opportunity to call upon
your existing clients (and new ones too) to have the discussion on what can be
done to help them spend their budget. And, yes, this is a perfectly acceptable
topic. If you don’t believe me, just ask one client, and you’ll see that they
are very willing and open to talking with you.
Second, many clients and prospects are
ready and willing to meet face-to-face, have budget conversations, and make
sales happen before the Christmas holiday. Like you, your clients will want to
achieve certain business goals before the end of the year, and before they take
personal time during the holidays. They may not realize that buying from you is
a goal (yet), but have the budget conversation, and they soon will.
It becomes a win-win situation for you
and your client. You will help them spend their budget before they lose it when
the calendar starts over on January 1st and they will help you
increase your sales at the end of the year. Best part, this will set up your
relationship for January, when you’ll have an opportunity to talk once again
with your client about what’s next.
It is my selling season and it should be
yours too. Good luck as you make the run toward the end of the year.