I always feel if my competition wants to slack off during the summer, I am more than happy to pick up their customers.
While some salespeople do cut back during the summer, it can also be the customers who start cancelling appointments.
Here are a four ways to prevent sales call cancellations in the summer:
1. Always have a back-up plan for Friday sales calls
Many times in the summer, people will find themselves sliding out of the office early or not coming in at all. If you have an appointment scheduled for that day, you could suddenly find yourself coming up empty.
Always confirm Friday appointment no later than Thursday morning. Reason is simple: Customers aren’t going to cancel on you after you’ve taken the time to confirm with them. If they say they need to cancel when you do contact them Thursday morning, then hopefully you have enough left to schedule another appointment to fill the slot.
2. Don’t hesitate to schedule appointments earlier than normal
Summer schedules mean some places close a little earlier, but what it also can mean is that people tend to be available earlier in the morning for appointments. Take advantage of 8am or even 7am meetings.
3. When you schedule the appointment, let the customer know you’ll be bringing somebody else with you
People are more likely to cancel a meeting if it is just you coming, but if you are bringing another person, the customer will feel more compelled to keep the meeting as planned.
4. Help the customer out by scheduling the afternoon meeting with them away from the office
A 3pm meeting off-site could be the perfect excuse the customer needs to slip away from the office and not come back for the rest of the day. Only do this with customers you know well. They will appreciate it!
Don’t let your profits go down with the summer sun. Instead, prepare to be proactive in using the above tips to make sure you meet or exceed your sales numbers this summer.
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About Mark Hunter
Mark Hunter, "The Sales Hunter," has been recognized as one of the top 50 sales and marketing leaders in the world. Mark has earned this recognition by helping companies and their sales teams identify better prospects, close more sales, and profitably build more long-term customer relationships.
Since 1998, Mark has worked with some of the biggest companies in the world like
Samsung, Coca-Cola, American Express, conducting thousands of customized training
programs and keynotes on sales and leadership.
Prior to starting his consulting company he spent more than 18 years in the sales and
marketing divisions of three Fortune 100 companies. This background and experience
makes him a person CEOs and leaders turn to for insight and direction.
Mark not only has expertise in sales, but also knows how to communicate it to others. He travels on average 250 days per year and has spoken in more than 15 different countries.
The Sales Hunter website is visited by people from more than 140 different countries each month, making Mark a global leader known for his insights in sales and leadership.
He also is author of the best-selling book “High-Profit Selling: Win the Sale Without Compromising on Price.”
To find out more, visit www.TheSalesHunter.com.