“It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness…”. This is how Charles Dickens opened A Tale of Two Cities, in 1859. With the recent economic downturn, this seems just as relevant as ever. Businesses are reopening their doors, yet still wondering what their futures hold. Many of us in sales are asking ourselves what we should be doing, and how can we begin to rebuild lost business, both ethically and sustainably?
This uncertainty is so understandable. I hear it when I talk with my clients. I feel it, too.
But…we have to double down in our sales efforts because professional sales people drive the economy. Can you recall a more relevant time when the economy needed a better boost than right now? I can’t. At the end of the day, this is your job, this is your career, this is your chosen profession.
Customers follow by example. Many of our customers are uncertain, unsure and worried about what their futures hold and whether they are even in a position to buy our products / services / solutions right now. Regardless of that, however, they would surely benefit from – and appreciate – a positive conversation with a positive-minded, empathetic, value-delivering human being like you.
Uncertainty provides us with the opportunity to have a positive and profound impact on our prospective and existing customers.
Key actions and notes for the day (or week, or month, or…forever…):
“…the species that survives is the one that is able to adapt to and to adjust best to the changing environment..."
Our clients are faced with new, painful challenges and situations. If we do not adapt and contextualise our strategy and words, we will lose.
When thinking about sharpening and contextualising our strategies and words, here are a few ideas that you may like to introduce to your messaging when pursuing prospective clients. I know that some of my clients have already found these useful:
“ I understand that things are a bit chaotic right now, but when you’re ready, let’s meet so you can see how we’re solving PROBLEM A and driving RESULT X for [the contact's position type or their company type]"
Now finish strong by wishing them well as they navigate the waters ahead and that you look forward to a conversation when the timing is right.
Planning for sales calls &/or meetings is a key element in our sales strategy, regardless of our sales process or methodology.
A Meeting Call Planner helps us plan which of those four actionable tips mentioned above we are going to use when we contact a prospective customer with our sharper-than-ever messaging.
That way, we can see more clearly what stakeholders expect from each and every sales conversation. And, they will also better understand how we are in a position to help them, even if the current timing is sub-optimal.
Don’t have a Meeting Call Planner? We’ve got you covered. Download your free copy of the WhiteBridge Meeting Call Planner. Feel free to share it with colleagues, too.
Good luck, and happy selling!
WhiteBridge is an Oslo-based HubSpot Authorised Partner growth agency that works with ambitious business owners, & sales and marketing teams to scale quick, effective and sustainable growth.
Many of our clients develop and sell their own innovative SaaS &/or software solutions, or technologies. However, we also have some great clients that describe themselves as creatives &/or professional business service companies.
Want to discuss how your business can sell more effectively, win more clients, and increase your competitive advantage?
Find a date and time that suits you best, and let’s see what we might achieve together…