Written by Sean McPheat |
Selling is tough at the moment isn’t it?
We’ve had over 82 sales training programmes postponed!
You might be in the same situation.
If you are, I hope this tip might help you.
It’s easy to panic in times like this, so I wanted to give you some tips on what you should be doing now.
Don’t just throw mud up against the wall hoping some will stick.
Don’t knee jerk and drop your pants either in terms of your pricing, you’ll look desperate.
Also, you will pull through this so think how you will look after it as well.
Take a step back and start to plan what you can do.
What can you control?
Are there any alternatives you can offer?
Be proactive and make sure all of your contacts know you’re open for business (if you are of course!)
Ensure they know you are there for them.
Ensure they know how to order or if processes have changed.
Show them that you care and are not just after their money.
I’m being bombarded with sales pitches at the moment.
I get that people are desperate but it’s really showing.
Work out how you are going to communicate and become an expert at the tech.
What’s it going to be?
Zoom? Skype? Email? Phone?
Think how your clients like to be communicated to.
Some might prefer the phone so don’t ram video conferencing down their throat just because everyone is virtual working.
If you’re not used to it, it can be tough to start with.
Make sure you have a routine, take time for exercise.
Have a proper break for lunch.
Have a “virtual coffee” over video or a call with a colleague.
Also, don’t worry if you’ve got the kids in the background or the dog barking.
These are difficult circumstances so most people will cut you some slack
If applicable get on LinkedIn and start using it.
Don’t just pitch. Instead use it show you are an expert in your field.
Network with prospects and clients.
Do more and be consistent.
Above all else, stay safe my friend. You need to get through this.
These are difficult times and it’s your time to take a step back, think things through and be creative.
Sometimes you don’t need to be the best to win business.
Sometimes all you have to be is different.
All the best and I’ll send you some more tips next week.
Originally published: 31 March, 2020