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Many industries are affected by the coronavirus pandemic. With that, there are a lot of questions in the sales community about how to move through this season well. How can you sell while everyone is quarantined and practicing social distancing?
Scott Romney is a senior account executive at Soci. He loves sales and building relationships. Soci’s goal is to help their clients overcome the challenges that may come from internal alignment or with their local franchise partners. Soci can come in to balance their clients’ social media reviews and do it using just one platform.
Facing the challenges
Businesses that are sole-ownership need to take special care with protecting their brand. The main challenge that salespeople are facing right now is how to keep doing sales without compromising the health of all involved and their businesses. Most salespeople are now hiding by not calling people or having conversations with their prospects and clients. What these same people need to wake up to, however, is the reality that the economy is not dead. It’s still going and very much alive. We’re not currently in recession and the economy can still pick up once the pandemic is controlled and managed.
Understanding the circumstances is imperative to be able to see the opportunity in times of crisis. We all have defining moments in our careers that can change our mindset. You need to ask yourself what these defining moments mean for you. Looking at the challenge brought about by the coronavirus outbreak, ask yourself how this defining moment can change your outlook as a small business. Look at the efficiency and gaps when implementing new flexible working hours and the critical role that social media plays amid COVID-19. Social media isn’t just all fluff but a real lifeline, especially with staying connected to clients.
In every crisis, there’s an opportunity. As salespeople, it’s part of the job to take advantage of the online resources and get to work digitally. This means of communication can help businesses inform, educate, and connect with their clients.
Even with the pandemic, 99% of the world’s population is still working. Salespeople can pick up the phone and build relationships with their prospects despite the change in how we do business. You can connect and build value, helping your clients see you as a thought leader by continuing to offer counsel. There is still an opportunity to help with pain points.
It’s time to have a positive side. The nation has faced far greater challenges in the past but they were overcome. As a sales leader, recognize you can come out of this crisis as a leader and not a lagger. Let your prospects know you are working, even in this dire situation, and keep them informed. Make it your goal to build relationships because only a handful of people are currently moving in that direction. Take this as an opportunity to grow the business by leaning into your clients. This is a defining moment you can take advantage of. Just keep working.
Change your messaging
Before the virus outbreak, Scott called on prospects with the message they were doing a good job but wanted to share information to further improve their standing on social media. The updated message emphasizes that social media is now a lifeline they need to utilize if they aren’t already there.
For example, a local fitness gym, All Time Fitness, has jumped into the social media scene. Despite being closed down due to the virus, they are now utilizing social media by sharing some exercise tips people can do at home. They are also using FaceTime and offering a personal coaching session. They realize this is a great time to broaden their client base and have a great opportunity to serve people while they are in quarantine. Businesses can now change their messaging to provide a solution to current pain points.
Structure you deal opportunities
This is a great time to restructure some of your deals and give clients an enticing deal during this difficult time. Sales leaders may need to look at the red tape and their client’s current pain points to better align with existing needs. Updating agreements may be called for. Some questions you might need to investigate include: Can I offer my clients a different structure? Can I break up payment schedules? Doing this won’t devalue your product. It simply gives you margin to listen to your customers and make adjustments as you’re able.
The long-term changes
This pandemic will change some companies forever. Businesses will have to make necessary adjustments. The important thing is that you can decide to do something and strategize to gain.
“How Do I Sell During The Coronavirus Outbreak? ” episode resources
Seel despite the coronavirus pandemic! Reach out to Scott Romney via LinkedIn to learn more about Soci, a leading social media management platform to help multi-location businesses.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077.
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