Summer is an awesome time for the residential contractor. Everything about it creates momentum. The sun is out early. The heat energizes your body, and puts your clients in a good mood. In addition, the heat creates massive opportunities by stressing systems. Summer is like the land of Milk and Honey for the residential contractor.
But Summer doesn’t last. And when Summer leaves, the Seasonal Slump can start to infect your team.
After any major accomplishment, there is the risk of depression. If you have every played sports, then you have experienced this feeling the day after a big win. Psychologists refer to this post win slump as “post-achievement depression.”
Michael Jordon experienced this in 1993. He just came off his 3rd NBA title, and an Olympic Gold Medal. Despite these big wins, he was feeling depressed.
“I just needed to change,” said Michael Jordan. He was just a few weeks away from the new season, but he was having trouble getting motivated. “I was getting tired of the same old activity and routine and I didn’t feel all the same appreciation that I had felt before and it was tiresome.”
Michael sounds like a lot of technicians, CSRs and Sales Professionals at this time of year.
In fact, read this submission from one of our clients:
The good news is, there is a cure for the Seasonal Slump. And it’s available to you.
Now, you need to know that I never sugarcoat my answers. So, the cure for the Seasonal Slump may not be appealing. Yet, it is effective.
Let’s be honest here, Summer makes selling easier. The heat does a lot of your work for you. That’s good, but it’s also bad. Summer can take the edge off of our service approach.
It’s time to get serious about your craft. With the seasonal change, you are going to have to double down on your Service and Communication Training.
Related: Podcast Creating Urgency in the Slow Season
Goals are king when it comes to motivation. Sit down and create new goals for the season. Reevaluate the opportunities that will become available with the new season. List those goals and opportunities out, and post them publicly. Goals have great motivation power.
There is no shame in restocking your energy reserves. You have a finite amount of energy, and need to take the steps to recharge. This may mean a vacation, or a trip to your favorite Training Program.
Each fall, we experience a huge surge in “returning students.” Returning students are students that are making their second trip (or more) to the program.
“I’ve been to the program 9 times. Every time I come, I get re-energized and focused. It’s totally worth the time away from the shop. This pumps me up. This gets me going. I love it! And, my techs love it!!” – Daniel Johnson, Dial Johnson Plumbing and Air.
These 3 steps will shake off the season slump and get your team back to producing big!
This post comes with a big bonus. How to Sell Big During the Seasonal Slump is an online training class designed for managers and owners. In the webinar, you are going to receive real advice and practical tips to get you out of the seasonal slump.
The program is FREE, and you will get INSTANT ACCESS when you complete the form below.
Sell Big During the Seasonal Slump is our most popular webinar to date. The material is powerful and timely.
You can get the Training Here. In addition to the video, you can get access to the 2 Handouts we use in the training:
The Handouts will be sent instantly to your email.
1. Create Sales Incentive Programs That Generate New Leads
2. Use the “Give Back” Program to Convert Summer Repairs Into Autumn Sales
3. Transforming Credit Rejects Into Clients
4. How to Maintain Team Motivation When Calls Slow Down
They are in your email! Just go get ’em!
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