The truth? Your prospects *are* still working in August. But they’re not picking up the phone for just anyone. In the slower season, it’s not about dialing harder—it’s about prospecting smarter.
Use the 3P Prospecting Plan:
Sandler teaches a balanced prospecting plan that includes:
- Phone: Old-school calls still work, especially when done with intention.
- Personal: Referrals, introductions, and networking events
- Passive: Content marketing, social media presence, email nurturing
Rotate your efforts to stay top of mind without being overwhelming.
Create a Referral Strategy:
Summer is a great time to check in with current clients. Ask about satisfaction, results, and who else they know who might benefit. When other salespeople are coasting, you can deepen relationships and earn warm intros.
Use Summer as a Reason to Connect:
Lead with empathy.
Say:
"Hey, I know things slow down a bit in August—this might be a good time to talk about planning for the fall."
Or: "I know you're taking a break soon—would it be helpful to get something on the calendar now for when you're back?"
Stay Consistent, Not Crazy:
Even if you do a little less prospecting during the summer, don’t go dark. Keep the pipeline moving. One or two quality touches a day is better than ghosting your list until September.
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