2020 started off with a bang, and I – like many others – saw this year as potentially one of my greatest yet! Then BAM……. Covid-19 struck….. It all came to a halt, and everything we thought we knew went right out the window!
If you are like me, continuing to be able to work is the one thing that has created some type of normalcy in this crazy day by day world. I have had to change gears and change almost everything I do as I maneuver in this “temporary” journey.
As I shifted to working from home during this “coronavirus pandemic” a few weeks ago, one thing I learned is I had to adjust to the way I do business, but not the WHY I do business! I love my clients – I love creating successful strategies and watching them succeed. I love the personal relationships and friendships that I have formed over the last almost 17 years….. By making this change on HOW I do business is why I will come out stronger and better when this is all over….
Here is the HOW –> because being forced to work from home (and that is so not my personality) has made me focus 100% on my clients and potential new clients needs!
It has given me a new perspective and an opportunity to try new things and ideas with my clients. As I mentioned in a previous post, it’s helped me with my LISTENING SKILLS…. Having a genuine conversation with my clients rather than relying on a slide deck still keeps it personal – I’ve always been anti-PowerPoint unless absolutely necessary because it comes across as lecturing not creating a strategy and partnership – and you really don’t know if the client is focused on a PowerPoint over the phone trying to work on a strategy or proposal right now. If you’re having a conversation, you at least understand if they’re distracted or you’re having solid interaction, understanding and engagement.
This “work from home” has also made me more aware of my time – it has made my time management more efficient. With virtual meetings – I can plan out my conversation with a notepad and the person on the other end won’t see it, so I can keep the conversation on track and use the time I have been given more effectively. Also with my newly discovered time management skills, I am learning that I don’t have to work 10 hours a day – I can hard stop after 8 hours and will have actually accomplished more than I would in an office. Don’t get me wrong – I don’t want to work from home – but my new time management skills will definitely be used when we do go back to the office.
I have also learned how to better prospect – looking for a BUYER rather than someone to “sell” to…… There really is a major difference in someone who is a buyer, and someone who is being “sold”. Don’t get me wrong, almost anyone can at one point or another be sold by a great salesperson. But, now is NOT the time for that! Now is the time for systematically looking for “buyers”. What do I consider a buyer – for me, a buyer is someone who is actively looking for – whether they realize it or not – and in real need of my products and services being offered to improve their business or to solve a major problem they have. In this current economic environment – I have had to take a long, hard look at industries and company categories who are being heavily impacted in a positive and a negative way right now, and then be overly cautious with the “how” and “why” or even “if” I approach them. I have to do more research into a potential new client to discover if they are actually buyers actively looking and if I feel good about approaching them.
Sales is also about connecting! Obviously, for now this is a challenge with our “stay-at-home” and “lockdown” in place. To sell right now – I have to make sure my focus is still on connecting authentically – showing my genuine concern and empathy. I am making 100 times more actual phone calls right now than I have in the past (I am normally a texter and an emailer) – but talking is helping me stay connected….. So, just pick up the phone and call people! Set up informal check-ins on video conferencing. I had a video call with one of my clients yesterday – no make-up, sitting outside, informal conversation – but I learned as much, if not more, about how their business is doing and what their plans are than I possibly could have with an email or text. I am one who meets for lunch or happy hour – I am starving for interaction right about now…. as a quick fix, I have set up a happy hour video chat (FaceTime call) with one of my clients coming up later this week – I may end up being the only face outside her immediate family she sees this week. That’s a massive opportunity for me to continue building a long term relationship and trust.
The good news is that this Covid-19 thing won’t last forever! We will get through this. We will be better and stronger for it – but until then take it One Day at a Time!