The Coronavirus disease (COVID-19) has changed our lives for a long time to come. According to CNBC.com in their online article published on March 11, 2020; the global business travel sector is expected to take a revenue hit of an almost US$820 billion loss due to this pandemic. Other sectors are also hard hit and managing this crisis as the situation becomes more apparent.
Managing this crisis and navigating the uncertainty of sales would be at the forefront of your decisions. Here is what you can do!
LEAD WITH EMPATHY
Just as you are fearful and uncertain of what is to come; the same is being experienced by your clients, employees and associates. As you process the situation as it materializes; I will encourage you to use this experience to not only create an action plan, but to also reach out and check in with clients, associates and employees. You would understand well what the other person is feeling and will be able to give some comfort from that perspective. Additionally, you can take it a step further and offer help if needed. For example, a client with aged parents to care for may need assistance with grocery shopping. Offer to grab a few items for them on your grocery run.
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GET CREATIVE
The reality is you are not going to meet those sales targets for 2020. That’s ok for these extraordinary times, use it to reflect on your offerings and what you can do to monetize other areas of your business. I saw a quote recently by Judy Smith, lawyer and the famous inspiration behind the hit cable television series ‘Scandal’. She said, “there’s always an opportunity with crisis. Just as it forces an individual to look inside himself/herself, it forces a company to re-examine its policies and practices.” I’ll go a step further and say re-examine its products and services. For example, with social distancing and restaurant closure directives; restaurants are developing curb side delivery/ grab and go menu options to monetize the express service aspect of their business. They get to maintain some aspect of their business operation and ensure staff are still gainfully employed.
WHAT’S IN THE PIPELINE
Your clients at this time may not be purchasing your product or service like they would have done in the past. However, that does not mean that you grind your entire sales process to a halt. Remember that right now may not be the ideal time; but when the ‘storm’ has cleared you would want to ensure that you are still top of mind to your potential client. Get better at having (sales) conversations and don’t be afraid to ask questions about any changes to 2020 plans and how you will be there to assist throughout. Just be sure to be sensitive on how you approach the topic in these challenging times. For example, as an Event Planner you may ask your client to postpone to future dates and ensure the penalty is waived due to the date change.
Still need help with sales as you navigate these uncertain times? We can help, book a free diagnostic today when you email [email protected]