I currently sell into an industry that has been hard hit with Covid-19 pandemic challenges. Everything is on “hold” with a focused mindset on safety, employee retention and market decline. My guess is this is a familiar tune in most of your markets as well.

Selling success needs to continue obviously. My company and boss would agree. I need the bonuses and/or commissions as I am sure you do. But my hands have become tied in so many ways. No in-person face meetings of any kind. No Starbuck’s networking! Criminal. Events are not happening which was a big leads source for me. So, what can be done?

What I have learned is there is plenty I can still do. I have developed a system that seems to be helpful.

Marketing for the next economy boom! Get your story straight.

This is a great time to focus your offering. Reach out to others to explain what you do. Get marketing material updated. Research your competition. Explain what you and your company offers and the owner benefits to the potential client easily, quickly and persuasively.

Email, letter and call.

Not new but still works. My experience tells me that at least three touches to a potential client before a response. Using email, writing a letter, and calling works. However, when doing these prospecting activities make sure you give them a reason to reach out to you. No one has time to read a fluff correspondence. Drop names of like clients you currently work with. Get introductions to call upon folks if possible. Sales 101 stuff but you can’t cut corners especially now.

Big enchilada or chips and salsa?

Budgets are tight but that doesn’t mean that pains aren’t still happening. This may not be a good time to offer the perfect total solution. Maybe smaller budget viable pieces with the total solution later. Get in the door, do a great job, and when things get back to normal revisit the holistic solution.

Online tools can help with pandemic slowdown.

I have found online tools that help tremendously as well. Tools like:

• Professional online quoting and contracting
• LinkedIn – Get past the gatekeeper
• RocketReach – Get those contacts and emails from their websites
• ReallySimpleSystems – Simple CRM to help stay on track
• MailChimp – Stay in touch professionally. Can see where they clicked on your email
• Website landing pages/conversions for leads
• Website chat capability for proactive contact
• Webinars – Have your own and go to others
• Associations online periodicals with lists and awards
• Professional home office solution including VoIP business phone system and video conferencing

Summary

While there are a lot more no’s in today’s prospecting the key is to stay focused and work on daily. Never take your eye off the long game and use the pandemic to get ahead. I promise things will get better and if you have planned right your sales success should explode when it does. Good Luck!

Chris Lott

Chris has over 15 year’s Sales Management experience including Business Ownership, Product Management and Web Design/Marketing. He’s a national sales team strategist and trainer. Chris is the designer of the popular totallysales™ sales playbook with thousands of copies downloaded. He’s a nationally syndicated author with his articles on SalesBlog! rated as a “top must-read” on consultative selling.