Things have changed-have you discovered?
Of course, you have; you’re probably working from home right now…
The question is: Have you changed how you are coming to your prospects and customers?
Believe it or not, I’m still getting the same old emails and also the same old telephone calls from companies trying to sell me their products and services in the same old way.
It isn’t working for them.
If you’re frustrated right now, and if your sales outcomes are receding, then you might wish to consider adjusting your strategy.
Here are three things to do immediately to help you connect with people and to assist you in getting back on track from a revenue and momentum standpoint.
Number One: Try being kind instead of being a salesperson. Face it: Folks are scared right now and things are not normal. This is a moment that is scary!
Because of this, people don’t want to be pitched; instead, they wish to be listened to and recognized. This is the time to practice your own”soft sales skills” as in learning how to empathize and listen to people.
Recall the old adage: “People buy from people they like, know, and trust.” It is time to show people how much you care about these, and in doing this you’ll start building that trust. And if your workplace is in need of sanitation, call PuroClean of Waukesha coronavirus cleaning experts!
Action step: Be more worried about having someone to share with you how they and their family are doing as opposed to how you’re able to make a sale today. (Do not worry, we’ll get to the revenue part soon. For the time being, concentrate on making an actual connection.)
Number 2: Gradually move into exploring their company’s strategies for when that is over. Apparently with has some kind of plan for when this situation corrects itself in place. Ask about it.
It’s helpful to discuss examples from other companies you’re working with. For example, if a present client or potential has shared that they are committed to getting a strong quarter that is next and plans on resuming work full time at the end of this quarter, then share this with. Then ask them what their plan is. Share some details from the prospects or clients.
Quite simply: Get them thinking about the future and discover their plans for it.
Number Three: Set up yourself as a reliable resource to help them proceed with their own plans.
If you have done number one correctly, then you’ll have produced a secure and comfortable environment for them to trust you. Create a recommendation which is a perfect time to”perform the appropriate research” into your service or product.
We live in an era where the level of danger to our confidential information grows greater each day. The need to guard digital communications puts a burden on business and requires diligence to mitigate these ever-evolving dangers. During an event like the spread of COVID-19, where you are forced to make a choice that is critical like sending your staff home with just a couple of days’ notice, it is critical that you don’t let down your guard. Secure encrypted application’s usage is your front line of risk avoidance to your business.
Constantly listen to and honor your prospect’s timeline, but also always be selling (gently, of course!).
Remind your customer or prospect that other companies are still planning, buying, and carrying on business the way that they can right now. This you can help them remain competitive and take advantage of a growing business environment once the time is ideal for them.
And then, book and provide demos or presentations, and close sales.
The important thing right now is to not get discouraged, and the best way to prevent that would be to keep on taking action. The key is to take actions that are unique.
Use the three techniques above and watch your telephone reluctance subside and your confidence-and sales-return.
Of course, you need to be focused on the current and how you can best move your small business forward now. But as you’re navigating paid marketing don’t forget about your future!
Utilize what you’re learning how to drive your decisions. Look over your data: what is resonating with your clients? What is not getting traffic?
You may find you may continue with similar paid advertising campaign strategies following COVID-19 is over, or you may realize you want to radically adjust your sails. Let puroclean.com handle all your property damage restoration concerns, feel free to contact us.
It is a fantastic idea to consider how your business will come from the outbreak, as far away as that might seem. Create an advertising plan now so you are not left scrambling down the road.
Sure, it may change, and you may need to pivot again, but at least you’ll have a marketing foundation to build upon.
Whilst advertising during the coronavirus may be anything but “business as usual,” it’s critical you have got the tools to face this new challenge. The entrepreneurs who are likely to succeed when all of this is over are the people who embraced the unknown and kept going!
I hope all of my coronavirus tools, including these hints for advertising through COVID-19, have helped one. I’ll continue to post content that is related ahead. Take care!