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.
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:
A short note about how our company is doing with this pandemic.
How we are figuring out how to keep moving forward.
Provide a “Quotation, Inspirational saying or motivational quip”.
Provide a short summary of our capabilities,
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.
doing well and staying away from others (as much as possible) during this
CoronaVirus outbreak. I try to watch just enough news to stay informed.
In my last article
I wrote about my wife and I in Cancun, Mexico during 9/11, stuck there for
several days, no airplanes. We watched
news 24/7, later we decided it provided more anxiety than we really
needed. Life did come back to something
Today I believe
we all need some positivity quotes:
place where your dreams become impossible is in your own thinking,”– Robert H Schuller
an optimistic mind, use your imagination, always consider alternatives, and
dare to believe that you can make possible what others think is impossible.”–
that are good promote your potential and enhance your unique special
qualities.”– Deborah Day
are joyful, when you say yes to life and have fun and project positivity all
around you, you become a sun in the center of every constellation, and people
want to be near you.”– Shannon L. Alder
funny thing about life, once you begin to take note of the things you are
grateful for, you begin to lose sight of the things that you lack.”– Germany
is a quality of the soul…not a function of one’s material circumstances.”–
“It’s most important that you surround
yourself with positivity always, and have it in your mind at all times.”– Tyler
I posted the
following quote earlier today and have been thinking about how to expand on it.
“Tough times never last, but tough people do. ” – Sr. Robert
We like many
people are cocooned in for the duration and end of the coronavirus. Now is the time to reflect on the good in
this world, stay calm and stay safe! This
is easy to say. However, I have been
around for a while. I’ve seen and
experienced many changes in the world.
Admittedly nothing like this, but things always come around.
My wife and
I were out of country in Cancun Mexico when 9/11 happened. Paradise – Right? Wrong – we were stuck there several days, no
planes flying, and we watched the developing news 24/7. All of our time was consumed watching the
personal and especially business perspective now is a critical time to stay in
touch with your network. Make sure all
your contacts know you are around. Make
sure they know that when this situation stops, you will be ready to get on
board and help restart and meet customer goals for the year.
have future projects that I intend to organize and update — someday. (Contacting more new customers, staying in
contact with current customers, and staying in touch with family and my
extended family of friends, etc., etc.)
time off now from the NEWS. Prioritize
some projects personal and business. Get
working and keep moving forward — you will see rewarding results.
If working on continuous improvement in your work life and/or home life,
review the following concept, and try to apply it daily.
I don't have the name of the originator of this acronym. However. I use
it at work and at home.
Why Is This Here? – WITH.
Part of the process of applying Lean Manufacturing uses
the 5s+1 methodology for reviewing the workplace (1. Sort 2.
Straighten 3. Sweep/Shine 4. Standardize 5. Sustain and +1 =
Safety). This is not as easy as it sounds. Touring a manufacturing
facility, office environment or even your own home often shows items not in
place, and in many cases not even where they should be.
To get a feel for the process, start with your current area and
surroundings. In my home office I see piles of “Gonna-Do”
projects forming. Seems like they start and stall. Look at just one
item/project for a few minutes. Review what is in the pile, folder or box
and throw away the truly non-essential items. Decide if it is really a
goal contributing project, a nice to have project, or maybe a wishful
non-critical project. Why Is This Here? – WITH. You will be
amazed just sitting at your own desk, home or office and look at what is
out and waiting or not needed.
I realize this thinking is not for everyone, but you will find out of place
clutter in the oddest places.
Walking around with this attitude and thought process helps keep momentum
going, especially if you are trying to 5s + 1 a manufacturing facility, or your
own home. Start, doing and sustaining the 5s + 1
“When is the best time to
follow-up with XYZ customer?”
“When is the best time to
follow-up on a recent quote?
“When is the best time to
follow-up on “Blah, Blah, Blah?”
too often we hear, It’s too early, or I am not sure now is the right time, or I
don’t want to bug the Buyer/Customer/Etc.
you ever taken the time to think about “Follow-Up” in selling?
sales people follow-up too often and disturb/disrupt the potential customer. It is estimated that you need 7 contacts with
potential clients/customers before a transaction happens.
self-taught in selling and when I found a really good system I latched on to
it. I have been using the Sandler
Selling system for over fifteen years. (I would be happy to provide my contacts
to anyone interested.)
great technique that I learned and use is the Sandler Technique of using an
Up-Front Contract with potential customers.
ask the prospect/Client for the next time contact would be appropriate. Set an exact date and time if possible or get
at least a time frame for contact — Then do what was agreed upon!
many times I have had sales people working for me or trying to sell to me; Stop — after the very first call.
get caught in this trap — It’s too
soon to call — Now it’s too late the order was let to someone else.