Let’s talk numbers for a second, but not the ones on your merchant statements. Have you ever actually sat down and looked at the calendar to count your true sellable days?
You know, those prime Monday-through-Friday windows where business owners are in their shops, looking at their bottom line, and waiting for someone like you to save them money?
Let’s do some quick calendar math.
- June has giving us 22 sellable weekdays. * July is handing us 23 sellable weekdays.
That is one extra, glorious day to hunt, pitch, and close.
Now, look—you all know me. I am all for prospecting on Saturdays. I’ve closed many a deal on a Saturday morning when a business owner finally had a second to breathe (and I’ll drop a dedicated post on my Saturday strategy next week, so stay tuned). But if we are looking at the core corporate workweek, July is giving us an extra inning.
Flipping the Script on the “July Slump”
If you’ve been in the merchant services game for a minute, you’ve probably seen my previous posts about the mid-summer grind.
For most ISOs in our industry, July is historically the slowest month of the year. Prospects go on vacation, decision-makers check out early, and sales reps use it as an excuse to take their foot off the gas. But here is why July could be different.
With the 4th of July falling on a Saturday this year, the usual holiday disruption is shifted. Instead of losing a prime mid-week sales day to fireworks and barbecues, the traditional calendar remains completely intact. You get a full, uninterrupted week to build momentum right out of the gate on Wednesday.
Your Monday Game Plan
Don’t let the “summer slump” myth become a self-fulfilling prophecy. While your competition is assuming nobody is buying, you should be capitalizing on that extra weekday.
- Hit the pavement early: Business owners are around, and fewer reps are knocking on their doors.
- Use the calendar to create urgency: Remind prospects that wrapping up a statement analysis before the heart of summer means saving money on their Q3 processing.
- Max out your 23 days: Treat that extra day like a bonus check waiting to be cashed.
June is officially in the rearview mirror, let’s close this month strong and Let’s lock in and leverage the 23 days a head and absolutely crush July.
Happy Selling,
David
