The Dog Days of Sales Prospecting During the Summer!

As you probably know already, executives are tough to get a hold of.

Throw in summer when most people legitimately take a vacation, and it makes these prospects even more elusive to catch.

In June, I made 185 calls, spoke to 18 prospects and set up 12 sales meetings.  My response rate was 6.49%. (12 meetings / 185 sales calls, not dials!)

Disclaimer: I own the company so I wear multiple hats so sales is not my full time responsibility. I have other staff and clients.

In July, it’s been brutal. I’ve made 220 sales calls, spoke to 12 people, and set up 1 meeting. My response rate was .45%. Not even 1%.

What’s changed?  My approach, style, and activity hasn’t changed.  I can only trace it to summer time.

Has it been discouraging and frustrating? Absolutely! Yet I will continue to plod away.

You never know who the next person you call might be good timing to need your services.

I came across these quotes that I read from time to time:

Mark Cuban said it best: “The only thing any entrepreneur, salesperson or anyone in any position can control is their effort.”

“Always do your best. What you plant now, you will harvest later.” – Og Mandino

“Don’t judge each day by the harvest you reap, but by the seeds you plant.” – Robert Louis Stevenson

“Results are the harvest that comes from our past efforts.” – Jim Rohn

I hope these quotes encourage and inspire you to keep going. Yes, it’s important to network and get referrals. But unless your phone is ringing constantly off the hook, you need to supplement your pipeline with outbound prospecting calls. Not sexy or glamorous but necessary. Anything your marketing department, if you have one, should be considered gravy.

Think of sales as a tripod or a 3 legged stool.

1. Networking / referrals as a lead source.

2. Marketing inbound leads.

3. Proactive outbound sales calls on your own.

Actively work on all 3 legs!

I’m Ray Ruecker with Connect 5000 and wish you continued success through the rest of summer!