Use It or Lose It: June is the Best Time to Sell to Schools

When it comes to selling, timing is everything. This is especially important when you’re trying to sell to schools and school systems. As you know, the school year runs from August to June. This means there’s a certain time of year when decisions are being made about budgeting. If you’re tuned into this calendar, you can make smart choices about when to contact the right people about your products or services.

When is this magical time of year? Believe it or not, it’s June. June is when the school year comes to an end and budgets for the next year are finalized. Keep reading to make the most of this time of year.

What Happens to School Budgets in June?

School budgets work on a “use it or lose it” basis. This means that once the school year formally ends on June 30th, schools don’t get to keep any money they have left over. This prompts increased spending at the end of the school year, making it the perfect time to pitch your products or services.

In addition to June being when school budgets need to be used up, it’s also when the budgets for the next fall are finalized. Schools are on the lookout for products that will be implemented in the upcoming year. Even if your product or service can’t be purchased for that remaining school year, can still be purchased for the coming budget year.

We’re currently in a K-12 spending rush. According to the National Center for Education Statistics, K-12 revenue is up 3.2% between the fiscal year 2016 – 2017, and it’s climbing rapidly. Schools are currently posed to spend the most right now. This spending rush combined with the upcoming budgets makes this the most effective time to sell to schools.

Historically there is a huge spike in spending from April to June. The following chart shows that from July 2019 to March 2020, districts spent 8.1 percent of their non-personnel budget, and a significant amount of unused money is available.

What If You Miss the June Rush?

What happens if you miss the June rush to pitch your product? While it’s true you’ll miss out on the chance to get a place in the upcoming budget, you still have options. In fact, there’s something to be said for selling in summer.

Because schools are on break in the summertime, both teachers and school officials have more time. If you’re hoping to talk to administrators, this is the best time to schedule calls and meetings. In addition, if you’re working from a bottom-up model by contacting teachers first, summer is the best time to make contact.

How Can You Take Advantage of June and Summer?

First, make sure you’ve honed in on your strategy. This isn’t the time to be wishy-washy with your goals. If you’re targeting the June 30 deadline, you don’t have any time to waste.

Start by using a list of the best contacts. K12 Prospects can help you reach the most influential administrators and personnel without the hassle. Our lists of highly-accurate data will ensure you reach more schools faster, and this speed is important when the clock is ticking.

The fastest way to reach the right leads is through email marketing. School administrators are busy at this time of year, and they’re unlikely to have the time to answer your sales calls. Emailing relevant information in a straightforward way will yield better results.

Act Now: June is Passing Quickly

Now is the best time to sell to schools. If you’ve been waiting for a sign to get started, this is it. With school budgets on a “use it or lose it” basis, it’s time to make your move if you want to be noticed.

However, if you do miss this June window, don’t wait for fall to come around. Summer is a great time to contact schools when they’re much less busy and you have time for a longer strategy. As we said before, timing really is everything.