How to Adapt to New Environment: A 2-Step Approach to Navigating COVID-19
As salespeople, we naturally rebound quickly from the many rejections that happen every day.
We have a history of not stopping, so this is no different. We are going to keep going despite what we’re currently facing.
The coronavirus crisis is a big problem, but we can make a difference. We need to work hard and get the job done.
Let’s look at how COVID-19 has changed the sales environment, and what you can do to help your clients in this difficult time.
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year
Selling in Times of Crisis: How to Adapt to a New Environment
There still aren’t clear guidelines for how to handle this current health crisis and how to adapt to new environment.
The best thing we can do is to keep the business going as usual, even if it’s just for a short time.
Some industries will be more affected than others by the pandemic, but those who are less impacted should continue to work and keep money flowing.
In spite of this, many industries are still suffering from the lack of diversity. Even in B2B software, trade shows and events have been hit hard.
It’s a time of uncertainty and it’s totally hard to adapt to new environment, but I still need to find ways to fuel the sales funnel.
Many companies are still hiring despite the coronavirus outbreak.
If uncertainty and fear continue to come about, the market will retract.
So, how can you make sure your company is more diverse?
The article talks about the importance of diversity in hiring new salespeople. The paraphrase focuses on what to do after people are hired and not during or before they are interviewed for a position at the company.
You need to be creative and quick on your feet when there is a crisis, but you also have to care about the people around you.
Selling in an Uncertain Market: A Two-Step Process
The first step is to acknowledge what losses you’re likely to suffer.
- What are you expecting for inbound leads or trade shows?
- What will happen if these initiatives are not implemented?
The next step is to come up with a plan for what you want your company’s focus to be. This will depend on the organization, but in response to COVID-19 we typically see companies focusing on two channels:
- Digital media is a really important part of our company’s marketing strategy.
- Prospecting is a more personal way of getting in touch with potential employees.
When you are trying to reach out and find new potential clients, there are three things that can make a difference. They might be minor changes but they need to considered if you want to adapt to new environment.
To adapt to new environment, always be aware of the person you are speaking to. They may have a close friend or family member who recently lost their job, and they will need time to process it before continuing with business.
If you sense that the person on the other side of your conversation is not open to talking, back off. Don’t be too pushy.
Some people don’t understand that you are still trying to drive business during tough times, and they will be more impatient with you.
Now that you know how to approach sales in a time of crisis, it’s important to have these three things on your mind.
1. Conduct outreach with caution and tact in order to adapt to new environment
Before reaching out to a new company and adapt to new environment, try focusing on a different industry. Going after industries that have been especially affected by the recession is insensitive and could damage your business reputation.
That’s why you need to do your research. You want to avoid reaching out and trying sell as if nothing has happened when they’ve been hit hard by a disaster.
It’s not always necessary to think about what new industries you can enter. Focus on how your company can help out struggling industries like retail, e-commerce and internet solutions.
My first salespeople were not motivated by the base pay and commissions I was offering, so it’s important to offer a variety of incentives.
If you can afford it, show solidarity and offer your solution for free to industries that are impacted by the crisis.
2. Individuals are more receptive to communication.
Nowadays, people are more willing to talk at work. They have a lot of time on their hands so they find talking easier.
Now is the time to make a connection with your prospects and have an honest conversation.
Talk to people, listen to their challenges and point of view. When you need them in the future, they will remember you.
3. Take care of your customers
We all know that business slows down during difficult economic times, but this is a time when it’s important to focus on your customers and provide them with the value they need.
It is important to understand the challenges they are facing and be flexible with your business terms. Once this all passes, they will remember how supportive you were.
Need Help Automating Your Sales Prospecting Process?
LeadFuze gives you all the data you need to find ideal leads, including full contact information.
Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:
- A company in the Financial Services or Banking industry
- Who have more than 10 employees
- That spend money on Adwords
- Who use Hubspot
- Who currently have job openings for marketing help
- With the role of HR Manager
- That has only been in this role for less than 1 year