The thing is, while everyone is distracted and scared, should you stop selling? From my point of view, no you shouldn’t, because an empty pipeline will put you out of business in the long run, but the way you sell and prospect needs to shift. Here are 5 tips you can practice in your business during these challenging times.
- RECOGNIZE THAT THE CLIENT IS THE HERO
Right now more than ever your client is the Hero! Help them reach their goals and they will help you to reach yours.
- MAINTAIN A LONG-TERM SALES MINDSET
Are you going to be transactional, short-term and desperate? Better not, stay helpful, patient and think long-term. Don’t get tempted to compromise and take shortcuts, it will destroy your values.
- SHOW LOVE TO YOUR EXISTING CLIENTS
Existing clients are more likely to spend money now than entirely new people, so don’t ignore them. Rather than trying to up-sell them, ask about where they’re struggling and then listen actively.
- RE-CONNECT WITH ALL ACTIVE SALES PROSPECTS
This category includes pending prospects who’ve asked you to follow up in the future, for instance, “Check back in a month” or “Check back in three quarters” They may not buy now but they’ve at least claimed they want to hear from you in the future. This gives you license to follow up a few times, until they respond.
- FIND TIME TO TAKE BREAKS
If you don’t pause occasionally for self-care, you’ll burn out. You’ll need to find the right approach to handling sales during the pandemic, but working 100 hours a week likely won’t help. Why? Because you’ll see diminishing returns as you become exhausted… and you’ll make mistakes that actively hurt your results.
If you’re still not able to sell using these methods, don’t get disappointed. Keep contacting, communicating, prospecting and you sell later on!
In LeadPioneers we use the Phone, LinkedIn and e-mail to generate B2B sales leads and quality appointments with potential buyers. We help IT companies grow for less than the cost of one full-time employee.
Keep staying safe!
CG | LeadPioneers
