Close Business, Close Sales, Covid, Sales Tips, Winning Business | May 27, 2020
How to sell post-COVID
COVID is dramatically changing the way both customers and businesses behave. Some of these changes are only temporary and will revert to normal once the worst of the pandemic is over. However, others are more permanent and will result in a paradigm shift in the way we all do business.
Once we emerge on the other side of the lockdown period, and the pandemic itself, your business needs to have adapted to these changes in order to hit the ground running. If you don’t adapt, then these tough times might extend well into the post-COVID future.
Here’s what you need to think about in order to make sure your business is post-COVID ready.
Values have changed
The value that you provided yesterday may not be the same today. Part of the skill of selling has been to put yourself in the customers’ shoes and identify what value or benefit you could provide. In the post-COVID world, these priorities will almost certainly have shifted. And unless you address these changes then your goods or services may lose their relevance and appeal.
Think about what you can offer in the new sales environment and build your sales and marketing strategy around this.
Keep your content relevant
Now that you have thought about your sales solutions, you need to think about how best to market and present these. You need to develop a coherent message across all of your marketing. The world of sales may well be tough in the immediate future, with belts being tightened and budgets slashed, so you need to make sure your content messaging is on the money.
It might be worth softening your message for the foreseeable and offering more of a supportive presence.
Collaborate
As well as the obvious negatives, there have been a lot of positives to come out of this crisis. People are more willing to work together, old rivalries seem insignificant. Hopefully, we can all build a better world – and this all applies to sales too. Reach out and offer help and support, to customers, business partners and more.
Look after your customers
Now is the time to really take care of the people that keep your business ticking over. It’s not the time for a big marketing drive to try and win new business. Make sure you offer your regulars the support and attention they need, as it is they who are going to see you through the tough times.
All the effort you have put in to build up a relationship and goodwill might reap rewards, and these are the customers you need to focus on until the ship is stable once again.
There’s no doubting this is a tough time. But it’s also an opportunity to implement sales changes that would have been unthinkable six months ago. See the positives and use this chance to change the way you sell, making sure you are ready to go when the time is right.
Email mike@thesalesacademy.com for more information about being ready for sales in the post-COVID world.
All the effort you have put in to build up a relationship and goodwill might reap rewards, and these are the customers you need to focus on until the ship is stable once again.
There’s no doubting this is a tough time. But it’s also an opportunity to implement sales changes that would have been unthinkable six months ago. See the positives and use this chance to change the way you sell, making sure you are ready to go when the time is right.
Email mike@thesalesacademy.com for more information about being ready for sales in the post-COVID world.
