If your business is barbecues, sunglasses and beer, then summer is a hot time for your marketing efforts. But what if you’re in the industrial sector and your prospects are engineers and technical professionals, many of whom have visions of summer vacation in their heads? If they are in the office, will they pay the slightest attention to your carefully crafted email offer, take the time and read your whitepaper, or register for your webinar? And if they’re out on vacation, then what?
Some industrial marketers believe that dollars budgeted for marketing programs during summer months are dollars better saved for the cooler days of other seasons. They reason that their customers and prospects are either 1) out on vacation; 2) cramming at work getting ready to go on vacation; or 3) buried because they’ve just come back from vacation. Email goes unopened. Newsletters aren’t read. Online events are an afterthought.
In reality, summer is not the time to take a break from marketing. Here are five reasons why marketing is for all seasons:
1. The numbers game.
Let’s say every engineer takes a vacation in summer. There are nine weeks in the summer season of July and August. That averages out to 11% of technical professionals being on vacation in any given week (if everyone takes a summer vacation, and not everyone does). So you might ask: Can you afford to spend on marketing programs when 11% of your prospects might not get your message during the week it arrives? A better question is this: Can you afford not to market when in fact 89% of your target audience will receive your message? By the way, if you don’t market, it’s guaranteed that 100% of your prospects will not receive your message.
2. Summer is catch-up time.
Summer may be a slower time for some engineers and technical professionals, which gives them more time to take in a webinar or pay attention to your e-newsletter. Data from IHS GlobalSpec shows that attendance at webinars for engineers and technical professionals held during the summer is consistent with other times of the year and clicks on e-newsletter ads are the same if not better during the summer. It’s a good time for you to catch technical professionals who are catching up or simply have more time on their hands.
3. Frequency, consistency.
Everyone knows one of the keys to successful marketing is maintaining frequency and consistency. Because you’ve been regularly marketing to technical professionals all winter and spring—building brand awareness, cultivating relationships, generating engagement opportunities, filling the pipeline—if you stop or slow down in the summer months, you’ll feel the negative impact later in your customers’ buy cycle. Plus, you may not be the first thing on your prospects’ minds. They can and will forget about your company, products and services if you stop keeping in touch. And maybe they’ll remember your competitor instead, who decides that marketing in summer is a worthy endeavor.
4. It’s budget time.
For many companies, summer is the season when they start planning the following fiscal year’s budgets. If you’re in front of customers and prospects now, they’re more likely to remember that you can solve a problem they’re struggling with, increasing the likelihood they’ll include an investment in your solution as part of their next budget. In fact, summer is a good time to remind them to do just that.
5. Always connected.
Sure, we all take vacations, but we also all have our jobs to do. For better or worse, more and more technical professionals are staying connected to work when they’re not on the job, and many of them might take along a work version of summer reading to stay up-to-date on recent news, industry trends, hot new technologies and other information they seek. This is a good time to send out a key white paper or an important article, maybe even labeled “Summer Reading.”
Hope everyone enjoys the summer. Keep your marketing going!
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How do you market during the summer months? What tips or strategies would you pass along to your peers in industrial marketing? Share your thoughts in the comments section below.