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June 16, 2022
While summertime is a breath of fresh air for some, it can feel difficult for e-commerce sellers. This is because many business owners report a decrease in sales during the summer months, commonly referred to as “the summer slump.” According to the Commerce Department, e-commerce sales were down by 3% in July of 2021.
This lull in sales can be attributed to a number of factors, including school summer breaks and family vacations. Regardless of why the summer slump happens, this decrease in sales should prompt any business owner to reevaluate their business’s sales strategies.
So, what is a sales strategy? According to HubSpot, a sales strategy is a set of decisions, actions, and goals that inform how a sales team positions its organization and its products to close new customers. Each sales strategy acts as a guide for sales representatives to follow, with clear objectives regarding sales processes, product positioning, and competitive analysis.
As the summer slump approaches, it might be time to refresh your current sales strategies. Below are four tips we have curated in order to boost your sales this summer.
It’s important to stay consistent in posting and interacting with social media followers. Especially if you don’t have a brick-and-mortar store, social media is crucial to ensure that customers are up to date on new products, promotions, or any other updates related to your business.
Additionally, summertime provides ample downtime for many, resulting in more time spent on social media. By posting regularly, you just might be able to turn some mindless scrolls into sales. To learn more about social media best practices, check out our blog post, Customer Engagement: Essential Best Practices For Social Media Sucess.
A classic sales strategy involves identifying a pain point your product can solve, and then explaining why your product solves it better than the competition. However, instead of focusing on what makes your product better, what if you highlighted what makes it different?
Identify a new pain point that your product can solve, one that similar products don’t address. By highlighting what is truly unique about your product, you can stand out from the noise of the competition. Once potential customers are interested in the unique features your product offers, they will notice other pain points it addresses.
Communication is key to keeping both new and existing customers interested in your brand. To maintain current customers, send out regular promotional emails and text notifications. To attract new customers, reach out via phone call, email, or even social media. If there’s someone you think could benefit from your products, don’t be afraid to cold call or message them.
Keep in mind that, during the summer months, slow response times are common. Because of this, make sure you are following up while also making an effort to remain patient and flexible. To learn more about customer interaction, check out our blog post, Customer Engagement: Essential Best Practices For Customer Interaction.
In the pursuit of new customers, it can be easy to forget those who are already loyal to your brand. As you create new business plans and sales strategies, remember to consult with existing customers. By finding out why these customers keep coming back, you can create strategies that will benefit customers old and new.
Asking existing customers for thoughts on your brand could be as simple as striking up a conversation as you close a sale. You can also reach out to repeat customers via social media or email. If you create an incentive for them to give feedback, such as a discount code on their next purchase, they are more likely to respond. Take note of what makes them happy, as well as any improvements they recommend, and apply this to your new sales strategies.
Every customer is different, which means one sales strategy will not work for everyone. Because of this, open communication with old, new, and prospective customers is the key to success. Don’t be afraid to use more than one strategy at a time or to alter existing plans. After all, these are designed to help your business succeed. If your current plan isn’t working, that means it’s time to change things up.