Things have changed—have you noticed?
Of course you have; you’re probably working from home right now…
The question is: Have you changed the way you’re approaching your prospects and clients?
Believe it or not, I’m still getting the same old emails and the same old phone calls from companies trying to sell me their products and services in the same old way.
It’s not working for them.
If you’re frustrated right now, and if your sales results are ticking down, then you might want to consider adjusting your approach.
Here are three things to do right now to help you connect with people and to help you get back on track from a sales and momentum perspective.
Number One: Try being kind rather than being a salesperson. Face it: People are scared right now and things are not normal. This is a scary time!
Because of this, people don’t want to be pitched; instead, they want to be listened to and acknowledged. This is the time to practice your “soft sales skills” as in learning to empathize and listen to people.
Remember the old adage: “People buy from people they like, know, and trust.” It’s time to show people how much you truly care about them, and in doing so you’ll begin building that trust.
Action step: Be more concerned with getting someone to share with you how they and their family are doing rather than how you can make a sale today. (Don’t worry, we’ll get to the sales part soon. For now, focus on making a true connection.)
Number Two: Gently move into exploring their company’s plans for when this is all over. Obviously, every company you speak with has some kind of plan in place for when this situation resolves itself. Ask about it.
It’s helpful to share examples from other companies you’re working with. For example, if a current client or prospect has shared with you that they plan on resuming work full time at the end of this quarter and are committed to having a strong next quarter, then share this with the person you are speaking with. And then ask them what their plan is. Share some details from your other prospects or clients.
In other words: Get them thinking about the future and uncover their plans for that.
Number Three: Set yourself up as a trusted resource to help them move forward with their plans.
If you have done number one properly, then you will have created a safe and comfortable environment for them to trust you. Make a recommendation that this is a perfect time to “do the appropriate research” into your product or service.
Now do your job: Book that demo or give that presentation.
Always listen to and respect your prospect’s timeline, but also always be selling (gently, of course!).
Remind your client or prospect that other companies are still planning, buying, and carrying on business the best they can right now. That you can also help them remain competitive and take advantage of an improving business environment when the time is right for them.
And then, book and give demos or presentations, and close sales.
The important thing right now is to not get discouraged, and the way to avoid that is to continue taking action. The key is to take different action.
Use the three techniques above and watch your call reluctance subside and your confidence—and sales—return.
COVID-19, Coronavirus, Cold Calling, Techniques, Prospecting, Appointment Setting, Tips, Identifying, Best Practices