Blog

Summer’s Ease = Opportunity

July 2, 2016
Mary Jane Copps

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Workday end

It is tempting. I’m struggling with it a bit myself – a desire to slow down, go to the beach, read on the deck  – basically behave like I did in elementary school and September seemed a very distant possibility.

But don’t give in to that temptation because you’ll miss out on some of your best business growth opportunites this year. Summer is a perfect time to reach and inspire your prospects.

Before you stop reading because you think I’ve lost my mind, consider this – two of the main reasons it is difficult to reach our prospects and capture their attention are they are overwhelmed and are experiencing (as all of us are) decision fatigue.  But in the summer …

They attend less meetings because colleagues and team members are on vacation. They spend less time travelling because their prospects are on vacation. They are making fewer decisions because projects are on hold while people are on vacation. They are answering their phone because their receptionist or executive assistant is on vacation. And they … like many of us … are using these less hectic moments to be in the office and get things done!

What I know to be true after 29 years of sales is … senior decision makers rarely take two months vacation. And senior decision makers seek out opportunities throughout the year to think, plan and … make decisions. Summer is one such perfect opportunity.

In the past three weeks I’ve had three training sessions postponed to the Fall because team members will be on vacation. But the senior managers organizing these sessions? They will be working, with a holiday planned for late August or early September.

While prospecting in the summer can mean you dial a bit more, and listen to a few more vacation messages than usual, when someone  does answer … they are not in a rush. They have time to listen and the capacity to give thought to your ideas and perhaps even … make a decision.

Of course, this isn’t true in all industries or across all cultures, but my consistent success with cold calling in the summer has me settling in to do some serious dialing over the next six weeks. And, as my colleague Linda Daley of Daley Progress says: Summer Action Leads to Fall Success.

Enjoy your phonework everyone!

What’s The Phone Lady Doing? 

July 6 – Telephone Talent, Knowledge First Financial, North York,  ON (Tele-training session)

July  7 – Telephone Talent, RBC, Vanoucver, BC (Tele-training session)

July 8 – Telephone Talent, RBC, New Brunswick(Tele-training session)

July 8 – Telephone Talent, Simply For Life, Atlantic Canada (Tele-training session)

July 11 – Telephone Talent – Sandler Training – Pilot Program, Halifax, NS

July 12 – Telephone Talent – Sandler Training – Pilot Program, Halifax, NS

July 12 – Telephone Talent, Knowledge First Financial, Toronto,  ON (Tele-training session)

July 13 – Telephone Talent, Knowledge First Financial, Toronto,  ON (Tele-training session)

July 15 – Phone Skills for Job Search and on the Job, Older Wiser Labourforce (OWL), Halifax, NS

July 19 – Telephone Talent, Cushman & Wakefield Atlantic, Digby, NS

July 20 – Telephone Talent, Knowledge First Financial, North York,  ON (Tele-training session)

July 22 – Telephone Talent, RBC, New Brunswick(Tele-training session)

July 27 – Phone Skills for Job Search and On the Job, Phoenix Youth Summer Employment Program, Halifax, NS

August 17 – Phone Power: Today’s Most Valuable Cold Calling Techniques, Advisors Circle, Panora, Iowa

August 18 – Telephone Talent, Javelin Technologies Inc., Toronto, ON

August 25 – Mentoring Bootcamp with Futurpreneur Canada, St. John’s,  NL

August 29 – Master Class in Phone Communication for Startups, Propel ICT, St. John’s, NL

August 30 – Master Class in Phone Communication for Startups, Propel ICT, Halifax, NS

August 31 – Master Class in Phone Communication for Startups, Propel ICT, Fredericton, NB

September 2 – Master Class in Phone Communication for Startups, Propel ICT, Charlottetown, PE

September 12 – Today’s Necessary Phone Skills for Sales, O’Regan’s National Leasing, Halifax

September 13 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

September 14 – Phone Fear to Phone Fabulous, CBDC Hants Kings, NS

September 19 – Today’s Necessary Phone Skills for Sales, O’Regan’s National Leasing, Halifax

October 29 – Let’s Talk: How to Inspire Conversation on the Phone, CAA, Dartmouth, NS

November  16  – Telephone Talent: Phone Skills that Build Relationships and Support Growth, Newfoundland  Assn of CBDCs, Gander, NL

November 30 – Phone Fear to Phone Fabulous, CEED, Halifax, NS

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