Lesson No 51: Thinking Outside of The Box – Driving Sales In Times Of Crisis
The Queen of Hearts: The Confessions of An ‘Accidental’ Leader
I didn’t purpose to be in the space that I find myself in. God plucked me from the path that I had set out for myself & set me on an alternative journey. At the start it all appeared somewhat ‘accidental’ but I know now that it was no accident, rather His design, His purpose for my life…
So now that I am here, these are my confessions…the lessons I am learning about being a woman in business, building an empire, one brick at a time…
“Never let a serious crisis go to waste. And what I mean by that it’s an opportunity to do things you think you could not do before.”Rahm Emanuel
The world is in a tailspin. Things are changing every day. And although I don’t have any clue what’s going to happen a week, a month, three months from now, I do know that I have to find a way to keep doing business & driving sales amidst the rising tide of uncertainty, volatility & stress.
The COVID-19 pandemic continues to extend it’s tentacles. More than 175 countries and territories have reported cases. As of March 30th, statistics were at more than 735,000 cases and 35,000 deaths. Some geographies have a handful of cases, others a few hundred, and those with uncontrolled, widespread transmission have tens of thousands. Governments have launched unprecedented public-health and economic responses. The situation continues to evolves on a daily basis
These are extremely difficult times, and making it more difficult is that these are uncharted waters full of speculation, leaving those of us in business unclear on what we should or shouldn’t be doing with our businesses
So what does this mean for business?
To survive this pandemic, business owners & those in sales will have to think outside the box.
This is the NEW NORMAL. At least for now.
Whilst I don’t have any clue what’s going to happen next week, a month or three months from now, I do know that I have to find a way to keep doing business & driving sales amidst the rising tide of uncertainty, volatility & stress. So, I have made a decision to focus on what I can control.
I would like to share 3 tips that I have been using to stay connected to my customers & ultimately drive sales. This is not theory – I am sharing what I am actually doing right now…
Tip #1: Communication
Now is the time to STAY IN TOUCH with your clients.
You have heard it said a million times before – people buy from people they trust – people that they have a relationship with. In times of crisis, it is even more important to stay connected.
- Overall communication & messaging – via email or social media.
What do you want to be known for? During this crisis. I have made a decision that I want to share hope. Things are tough. We find ourselves in a situation that is hard. And it’s scary. And it’s unsettling. There is much I have little control over BUT – I can still make a choice to be optimistic. To cling to God’s Word that tells us joy comes in the morning & that He will restore the years that the locusts have eaten (Joel 2:25 & 26). If you were to take a step back & look over your communication over the last 4 – 6 weeks, what is your brand saying?
- Key client communication
What is your interaction with your key clients? Whether they are currently buying from you or not – you need to stay in touch. You know your client, and you should have an understanding of how best to do that, but you must have a strategy to stay in touch, remain top of mind & continue building trust. How you communicate, what you say – there isn’t really a set formula, but STAY IN TOUCH.
Tip #2: Provide Support
You are an expert. Help your clients to see that
Regardless of where you currently are on the sales cycle – you have a level of expertise that your customer could utilise. SHOW THEM.
For each Key Client – how can you provide support that they will find invaluable as they navigate this season? How can you make yourself a valued & trusted partner? What value are you adding? I get that you have a company to run, and I’m not suggesting you start giving things away for free & incur unnecessary costs but what I am recommending is that you take a step back and think about how you can support your key clients & build trust. This requires some strategic thinking but I am convinced that whether you are currently closing deals or if you have been placed in the holding zone – as I have – you can show the value that you bring.
Tip #3: Invest
Invest in yourself: Sharpen the saw.
Being overwhelmed is a reality – so don’t set yourself unrealistic goals, but it is important to use this down time wisely. You don’t have to find the solution for world peace but there are ‘little’ things that you can do on a daily basis, that will have a profound impact.
Read a book. Attend a webinar (check). Do some exercise. Spend quality time with your family.
Any investment that you make in yourself will tell in your interactions with your clients – you will be more confident, more energised, less anxious. And all of that will help you to build trust.
Emotional Intelligence is being more aware, more intentional & more purposeful. Have you taken an Emotionally Intelligent approach to sales? Remember – just because the deal isn’t being closed, it doesn’t mean that the customer isn’t buying! The work you do now is building a sales funnel that will pay off hundred-fold over the next 6 – 12 months.
So roll up your sleeves and start selling!
Stay Safe. With Love,
The Queen Of Hearts
| Six Seconds EQ Practitioner | Master Trainer & Facilitator |
| Award Winning International Keynote Speaker