It might be something of an understatement to say that 2020 has been a challenging year for businesses across the globe. It’s hard to believe just a matter of weeks ago (although for many of us it feels like much longer), we could work from an office and most of us were largely unfamiliar with the term ‘social distancing’. The impact of Covid-19 has been overwhelming – we’ve seen major changes to the way we work and relate to each other, both personally and professionally.
In times of crisis, it can be tempting to pull back and you may even question whether new business is a priority. Shouldn’t we batten down the hatches, hunker down and focus on the surviving rather than thriving?
The short answer is no. Sales is the lifeblood of your business, so resist that temptation to slow down and hold back and instead change the way you sell, so you can ensure future success. Ultimately, without sales, no future opportunity exists.
If you can sell today, great! If you can’t, prepare!
If you have major barriers to selling right now, get ready for life after. Those who plan and prepare and pay close attention to building their pipeline will have a running start as life returns to ‘normal’. They will be best placed to succeed in the immediate months and years post-pandemic.
Keep reaching out but change the message
People are understandably less contactable as they continue to work from home. But businesses are still operating and they still have a requirement for your products and services; it may just be less of an immediate priority. You need to change the messaging to resonate with the current climate and let people know you understand the challenges around Covid-19. Conduct your conversations with a positive but sensitive tone and don’t be afraid to be the expert and demonstrate the value you can bring to help, even in these anxiety-inducing times.
Keep going to market
Check out our recent blog, turning virtual – how to change your sales process from face to face to virtual meetings, in which we explore how you can ensure the virtual meetings you do have are as professional, prepared and focused as possible.
If you’re au fait with prospecting on the phone then integrate other methods into your approach, leveraging video and social to tell your brand’s stories. Use LinkedIn to connect with people on a more personal level, joining relevant forums where you can actively engage in solving customer challenges, and keep up-to-date with emerging conversations and themes that could help you tailor your approach.
Tell positive stories
Celebrate success where you can. Shine a light on the good things that are happening in your business and for your clients. People are seeking connection and positivity right now. If you can create content or stories that raise a smile, it will improve your sales relationships and spark conversations that could lead somewhere good.
For more insights on this subject, watch our recent webinar where our MD, Owen Richards, explores how businesses can respond to the crisis while continuing to set the stage for sales success.
Air Marketing are the leading outsourced sales agency in the UK. We design and deliver sales services to deliver the best conversion rates for our clients. To hear more about how we can help your business grow, get in touch today or call us on 0345 241 3038.
