Now we all need to invest more time, energy and imagination for the success and growth of our businesses.  We are beginning to see light at the end of this pandemic.  At least I hope we are.

Businesses are being allowed to reopen.  We will most likely never be back to the “WAY IT WAS”. 

We will be redefining our methods.  We will have to redefine what success looks like.  Our goals and end results will remain the same.  However, new methods and means of getting there will need be thought out and implemented.

In selling, I use a cookbook of behaviors that must be done every day.  My particular cookbook provides a point system for daily behaviors. I absolutely know, that if I don’t do the daily behaviors, I can’t meet my goals. 

Now with everything shut down and businesses trying to get work done differently, many people will continue to work from home.  This will require new ways of doing business.

Our entire sales process will be changing.  Getting in to see people has been a challenge and already was getting harder and harder to do.  Now I believe it will be impossible.

So how do we sell?

I am redoubling my online efforts.  I am building a marketing newsletter discussing what we are doing and that we are staying strong and are open for business.

Now is the time to put a lot of thought in how to stay in contact with current customers and begin rethinking how we acquire new customers.

Basics for success will not change.  Success in goal setting and completing goals is in the measurement and doing.  Reset your specific goals, focus and measure everything. 

My personal plan is to think about and implement ways of doing business with us easier and easier and relentlessly stay in touch without being overbearing.  That will be a challenge.

Let me know what new actions you are beginning.  What is and is not working.

Good selling and stay safe!

As a salesperson –

When is the best time to stay in contact?

When is the best time to follow-up with a customer?

When is the best time to follow-up on a recent quote?

A lot of people are trying to figure out how to work from home.  Many are trying to reconfigure the daily routine and keep workflow moving forward. Many people are not sure what is next.

“However, as Jim Rohn, a great business philosopher, would say, “What's simple to do is also simple not to do.” The magic is not in the complexity of the task; the magic is in the doing of simple things repeatedly and long enough to ignite the miracle of the Compound Effect.”

We need not sit around and make the world more complex.  I am staying in contact with current customers and reaching out to prospective customers. 

Here is what I am doing:

Write a one-page short info-letter that I send to customers and my potential customer list regularly. 

The Info-Letter is not a big sales pitch, it includes:

1. A short note about how our company is doing with this pandemic.
2. How we are figuring out how to keep moving forward. 
3. Provide a “Quotation, Inspirational saying or motivational quip”.
4. Provide a short summary of our capabilities,
5. Thank them and ask that our company is kept in mind.  Tell them we are here and plan to be here after some form of normalcy comes back.

I have received many complimentary responses; “Thanks”, “Good to hear from you”, stories of how they are surviving, and best of all – New quote requests and purchase orders.

Put this to work in your daily sales routine and you will see great results.

Good sales and selling!