Salespeople and the “New Normal” Hunger Games
There’s never been a more important time for salespeople and business owners to know how to prospect for new business properly – and when life starts to get back to normal again in the next couple of weeks, it’s going to be an essential skill.
Honestly, if you think things are tough now, wait until everything starts to reopen.
Anyone who has a business that survives and makes it through all this – will more than likely witness some kind of Hunger Games “run for the best customer” scenario as soon as the gates open.
And if your company has clients who have the ability to buy something – there’s going to be raiding parties waiting to jump on them.
And simply selling on price won’t save us – that’ll just be a race to the bottom for the ones who didn’t quite go under before.
In around six weeks’ time, I reckon we might all be falling into one of three groups.
- There will be people with the ability to hunt down brand-new business and convert prospects into paying customers
- There will be a couple of customer service order takers who got lucky – and – unfortunately,
- There will be a third group who are looking for a new job.
And, trust me, the board of directors won’t have time to care about all the hard work that took place when life was simple, in those glorious pre-lockdown days.
It will be old news that the sales team grew and maintained the old crop of wonderful customers – because some of them will have gone under during the bad times – and the ones that are left will be looking for ways of staying ahead of their competition too.
‘Cos the management team will be all too aware, that – if we don’t start supplying some new opportunities and grow our account base right now – there won’t be a company left to employ a sales team anyway.
Over the last 30 years, I’ve watched as close friends of mine – even though every one of them had built strong relationships with their client base, and possessed all the skills they needed to look after accounts in a truly competitive market place – lose their footing when times changed and they were asked to become a hunter (as well as farm their current opportunities).
So, my advice right now would be to sharpen and polish all the weapons you’ve got – it’s just what people do before the town clock hits high noon – because you want to make sure that everything is as sharp as it can be and nothing jams on you.
And there are plenty of free resources, books, podcasts, and vids out there for you to use and get some ideas from.
Please go and take advantage of them now – because I genuinely believe you should go and get ready before the games really begin.
I’d also recommend you come and join me for my “Get Me Some Business Now” Five Point Prospecting 60 Minute Webinar on Thursday 28th May – where we’ll;
Focus on some real-world prospecting advice – and I’ll be showing you how to find some new business right now
Work through FOUR ready-written, battle proven email templates – that will take you step by step to booking those appointments with the prospects you need to be speaking with as soon as you possibly can
Put together your personal telephone conversation template to help you secure each meeting
I look forward to catching up with you on the day
All the best