Yes, it’s August — the peak of summer. But winter is coming.

For retailers in the outdoor living category who serve customers in freeze thaw climates, sales tend to decline after September — though spikes are still possible, especially around the holidays. Opportunities to drive additional sell-through include times when families cook meals together, such as Thanksgiving, and during major sales events like Black Friday.

Still, outdoor products can be a tougher sell in those fall and winter months. But what if you could convince your customers that starting those spring and summer outdoor projects when it’s cold outside is a smart idea?

Let’s look at four key messages you can use to boost sales in Q4 and help customers maximize and enjoy their outdoor time come spring.

FOUR KEY REASONS TO PURCHASE OUTDOOR LIVING PRODUCTS OUT OF SEASON

Get a Head Start on Spring Projects:

Homeowners who wait until spring to start spring projects run the risk of not finishing until summertime. If the goal is to enjoy that new patio or deck or barbeque station in the spring — for Easter or Memorial Day — starting before March is crucial to achieving that goal. Even starting in February can yield frustrating results, depending on the availability of products or even contractors. Encouraging your customers to plan ahead in fall or winter can help them not only stay on timeline but also stay on budget. Rather than purchasing everything they need all in the span of a month when spring rolls around, why not encourage them to start making spring purchases as early as possible? This ties well into the next message point.

Avoid Issues with Lead Times and Out-of-Stock Items:

Come spring, popular items can quickly disappear from shelves, leaving store inventories slim and customers waiting for restocks. For some homeowners, a delay means less time to fire up the grill or relax in their outdoor spaces. For others, it could mean canceling or rescheduling a party. Either way, waiting leads to disappointment. By communicating lead times and highlighting hot or limited quantity items, you can help customers understand the importance of not just thinking ahead but buying ahead to ensure they have what they want when they need it.

It may also be a prime opportunity to add a potential customer to your email list or encourage them to follow you on social media for the latest inventory updates.

Place Custom Orders ASAP:

If you carry any customizable outdoor products that require longer lead time than a standard order, let your customers know. Along with signage and displays that show the options available, be sure to include how long these options take to manufacture and ship. Make it clear and simple — whether the product is a custom cover for a grill or outdoor furniture, a custom-sized patio awning, or a prefabricated outdoor kitchen. If it requires your customers to wait longer than they would for a non-custom feature, encourage them to order as early as possible to have it by spring.

Buy Last Season’s Products at Lower Prices:

There are two types of customers — those who prefer what’s new and trending and those who prefer to save money. For the latter type, purchasing products out of season can be enticing when it means they are scoring a deal. Whether you advertise a full-blown end-of-season sale or prominently feature “last-ones” or display models at a discount, give your value-conscious customers a reason to purchase well before spring — one that makes them feel extra savvy.

Photo credit: iStock

Here’s the bottom line:

If you serve customers in a region where winters can be harsh, you understand the desire to maximize every opportunity to be outdoors during those warmer seasons. No one wants to waste a single, precious day of spring or summer stuck in the middle of a backyard project or waiting for that new outdoor furniture to arrive, all because they didn’t think ahead or beat the rush.

Pushing outdoor sales in the fall and winter may be a sales tactic, but it also serves your customers by ensuring they don’t miss out. If you can help them envision next spring — and take steps now that will bring the vision to life — you both win.