Pushing a client to close a deal when they've communicated they are busy or on vacation can backfire. It signals a lack of respect for their time and can destroy the rapport needed for a long-term partnership, leading them to abandon the deal entirely.
Your national holidays are just normal workdays for international clients. Use these days, like the 4th of July or Thanksgiving in the U.S., as strategic opportunities to prospect and connect with clients in other countries, such as the UK or Canada, who are still in the office.
Contrary to popular belief, Friday afternoons are a highly effective time for sales calls. Prospects still at their desks are often trying to clear their plates before the weekend and are pleasantly surprised to find a salesperson who is also still working, creating a unique window of opportunity.
During slow summer months, focus on sales activities that build the pipeline for the fall. Closing rates may drop due to vacations, but consistent prospecting ensures results will materialize once everyone returns. This reframes the period as productive, not slow, and manages expectations.
The summer slowdown provides unique opportunities for informal relationship-building outside the office. Use the more relaxed atmosphere to invite clients to golf, fishing, or tennis. You can also meet new prospects at these outdoor events, turning leisure time into a business development activity.
When a committee-based decision is stalled due to vacations, pivot your strategy. Focus on making it easy for the one available contact to approve a smaller, simpler purchase. This keeps the account engaged and builds momentum, positioning you for the larger sale when the full team returns.