How do you overcome a sales slump in the slower periods of summer and at the end of the year?

My first response would be funnels should consistently contain opportunities that are primed to be closed during these months. FIRM agreed upon actions must be iron clad to avoid the "missing in action" effect.

To supplement outbound dialing during months where POC's are so called "out of the office" take advantage of networking groups and events..meet new contacts and referrals.

Also think about giving back during these months. Run a charity event sponsored by your business. This helps others and often can be publicized to create attention to your company. Participate in a walk-athon. There are often other business execs at these events you will meet. Great
conversational environment to toss in an elevator pitch!

Finally, utilize the social media- engage with other like
minded business execs on subjects they are writing about. Linked In, Google alerts and other business forums are great ways to offer advice and build on conversations your prospects are concerned and interested in. Peak some interest and ignite phone conversations.

I will also add..be careful not to go "old school" during these months by lowering prices and killing margins to get a prospect to "move". This only cost you money.

Be creative and consistent with a solid mix of these ideas all year long and you will have more consistent expectations and results.

Good luck!
Michael LoPreste
www.gensourc.com
http://www.gensourc.blogspot.com