How to Gain an Edge During Downtime

network

How you spend those precious few moments of downtime can have a big impact on your sales, according to a recent SalesEngine article. While many sit back and relax during seasonal lulls, these reps are missing out on opportunities. “Just as luck favors the prepared mind, so downtime favors the driven,” the article states, and below, are three ways that you can make the most of a few spare minutes:

Write some valuable content for your clients.

When was the last time you sent over an article, email or other bit of communication that DOESN’T involve selling (i.e. asking for something)? In just a short amount of time, you can connect with clients in a more meaningful way and add more value to the relationship. Write a one-​page email or report that covers a topic that is relevant to the client’s business or your relationship (it could be industry news, insiders tips on how to use your product/​service, etc.). “Keep it short. Make it smart. Be useful,” the article advises.

Build up your network. 

Use downtime to meet with people you enjoy spending time with (rather than ones you have to!). Grab a coffee with a client or attend an industry event with a colleague, and don’t worry about following an agenda. According to SalesEngine, “the best networking is networking conducted with the purest motives: because you want to get to know and possibly help more people.”

Send a thank you (or two).

If you find yourself with a spare moment, think of someone who has helped you out recently and extend your thanks. Be specific about what you’re thanking him or her for, and share any ways the assistance helped out. 
So, the next time you’re in the middle of a slowdown, take some time to set yourself apart from competitors and strengthen your relationships. You’ll be glad for the extra edge when business picks back up again!

Jessica Helinski

Jessica Helinski

Jessica is a senior research analyst for SalesFuel focusing on selling to SMB decision makers. She also reports on sales and presentation tips for SalesFuel and Media Sales Today. Jessica is a graduate of Ohio University.