Yellow Dog Consulting

Sales & Marketing Consulting for solo-preneurs.

3 Ways to Manage Your Summer Slump

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3 WAYS TO MANAGE YOUR SUMMER SLUMPLast month I attended, and spoke, at an event with my friend MaryAnn McNulty. She talked about the stages and cycles in business. It was a great reminder of what I can do to better manage my business year round, not just when times are great or I’m in a slump.

The summer is an easy time to slack off and enjoy the sunshine while it’s here. But, what I often notice is that when I slack off, I pay for it. Not in a week, but a few months down the road. So, what can you do to prevent a slump in your business?

  1. More 1:1’s – Some networking groups take time off in the summer. But that doesn’t mean you can’t still network. I like to schedule more individual meetings in the summer. Plus sitting outside drinking coffee (or something stronger) is best enjoyed with awesome new people.
  2. Networking in August – Why? August is AWESOME in the PNW! I can make an excuse to stay home and hangout in my backyard with Norm and my husband instead of putting on mascara and driving into the city to network. But it needs to happen. That’s why you’ll find me networking, even in August. And I won’t be alone.
  3. Follow Up – Summer is a great time to make sure you have your follow up systems in place. People are on vacations and not working as many hours, but you are! Make sure to follow up, and don’t use the summer excuse. Let your potential clients and referral partners tell you, don’t assume!

What do you do during your potentially slower months to ensure you don’t pay for it later?

Pick Up the Phone

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pick up the phoneTrue confession – I really don’t enjoy answering the phone or making phone calls. But, as we all know, it’s a necessary evil in life and business.

A couple of weeks ago a colleague referred someone to me. I sent the proper follow up email right away and suggested we schedule time for a call the following week. (Yes, a scheduled call is TOTALLY fine by me) I didn’t get a response so I decided I needed to put on my big girl panties and pick up the phone. And guess what? They answered! And we talked for 20 minutes, and then they needed to go to a meeting but called back later to finish the conversation. And then I sent over a contract 2 days later and now I have a new client.

No, it’s not always that quick and easy. But you do need to make sure that making phone calls is part of your follow up process. I know I’ve missed business because I didn’t call. And I know that I’ve not hired someone because they didn’t call me back or do the follow up they said they’d do.

Not everyone feels the way I do about phone calls. I know a lot of sales folks who LOVE making calls, they can smile and dial all day long. Which is great for them! But also make sure you’re using email.

If 80% of sales are made on the 5th to 12th contact (no joke) you need to find a few different ways to follow up with folks. My suggestion? It’s a combo of email, calling, social media, and networking.

If you hate writing emails or hate making phone calls, you’ll have to get over yourself at some point and start doing one or the other consistently, and occasionally  both.

Follow up, it’s like I’m a broken record about it. But you know what? I have a new client this week that proves it works.

My Vacation Plan…

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mai tai on vacationI’m going to Maui next week and I can’t WAIT! But being away from my business means a lot of planning so I can read, relax and drink mai tai’s!

I’ve talked before about why it’s important to take vacation but it’s also important to plan so you can truly relax. Here’s a few things I’ve done to prep:

  • Communicated Clearly with My Clients – Every client knows I’m going on vacation and they know what needs to get done before I leave or won’t happen till I get back. And they’re all on board and hustling!
  • Not Schedule Meetings – The week before vacation it’s easy to think you should schedule that meeting NOW instead of in two weeks. And I did some of that, but I knew I needed a few clear office days to get all my work done. That last week of April is looking pretty busy already…
  • Follow Up – I’ve had a few recent conversations with prospective clients and I keep doing my follow up. I also communicate that I’m going on vacation next week so if I don’t hear back from them this week I’ll follow up when I return. Setting expectations up front, and in writing, always helps!
  • Saying No – I haven’t had to do too much of this yet, but the week’s not over. As we all know, your lack of planning doesn’t constitute an emergency on my end. By planning in advance and setting clear expectations my clients and I know what’s needed and what’s outstanding and what can wait till I return.

What do you do in your business so you can truly relax and unwind on vacation?