WHAT’S IN IT FOR ME?

WHAT’S IN IT FOR ME?

Why would your customers or prospects meet with you – either virtually or F2F?  What can you say, do, or offer that would warrant a worthwhile meeting to them?

Even though some businesses are re-opening, there are still some major hurdles to jump when it comes to securing a meeting. Most businesses are not allowing salespeople on-site, and everyone – especially buyers – are receiving almost double the amount of emails as before, making it easy for some to get lost or easily deleted before they are even opened.

This is the current reality, and yet salespeople need to be securing more business now than ever, to make up for the sales lost during lock-down.

What will you say to get the attention of a client or prospect to secure a meeting – virtually or F2F?

You will need to have a strong, compelling, and purposeful reason to meet.

Don’t wing it – take the time to prepare in order to increase your chances of securing the virtual or F2F meeting.  It’s more about quality than quantity.

Don’t wing it – take the time to prepare in order to increase your chances of securing a virtual or F2F meeting. It's more about quality than quantity. Click To Tweet

You MUST craft a conversational reason to meet – its not a pitch – as that will easily get ditched!

Ask yourself these questions before you even pick up the phone or send an email:

  • What are the biggest challenges in their role? Their organization?
  • What would make them look good in their role?
  • What are they looking to change or improve?
  • What are their goals/strategic direction? Has this changed during COVID?
  • What do you and your company do better than your competition?
  • What would be the purpose and ideal outcome for a meeting?
  • What expertise, advice, solutions can you bring to this meeting?
  • What can you concisely say to get their attention?

After asking yourself these questions, you can then craft your customized messaging for your email, telephone call or even video email!

Here’s a few tips to consider when creating your customized messaging:

  1. You will have to be creative. A generic “copy, paste” message is not likely to “wow” your prospect. Take the time to write something original and tailored. Better yet, try reaching out in a new way with a video-email! Platforms like BombBomb, Covideo, and Vidyard make this new form of contact simple (even fun!).
  2. Keep it concise! Everyone seems short on time these days, meaning they likely won’t have time to read a page long email, or listen to a five-minute voicemail (if they even check their voicemail these days). Highlight only the most important, compelling, and though-provoking points when you’re reaching out – save all the nitty-gritty details for once you’ve secured the meeting.
  3. It must evoke an emotional response.
  4. Clearly answer WIIFM – What’s In It For Me (the prospect, not you as the salesperson). Let them know what they can expect to gain from meeting with you.
  5. Double Whammy – 2 compelling touch-points back-to-back to increase your response rate. For example, a phone call followed by an email, or an email followed by a text. Its doesn’t matter which combination you choose, you can increase your response rate by 50% when you do the Double Whammy!
You can increase your response rate by 50% when you do the Double Whammy! Click To Tweet

 

End your email with a strong call to action and provide 3 date/time options to meet with you. Doing this shows your client or prospect that you’re serious about meeting, and have time allotted to do so – making them more compelled to respond. Put these tips into practice, and let me know your results!

PAST 90 DAYS – THE NEXT 90 DAYS

PAST 90 DAYS – THE NEXT 90 DAYS

If you had known what the past 90 days would bring, what would you have done differently?

We are almost at the 90-day mark of COVID shutting the entire world down. It has impacted businesses, customers, families, and personal lives so drastically. What is different for you, your customers, your business and your family now?

In last week’s blog, we talked about what you CAN do, rather than focusing on what you CAN’T do. As we reflect on the past 90 days and the next 90 days, it is an opportunity for you to align your goals with plans for what you CAN do for sales, business and personal interests!

Some people and organizations have accomplished many things in the past 90 days things, while others have hit the “pause” button.

The reality is that we can’t afford to pause anymore. We need everyone, especially salespeople, to pick up the pace and improve performance to turn this economy around, or the last 90 days of 2020 could be a bloody business bath.

It’s summer, so let’s enjoy the time outdoors to fuel our energy for what we need to do for our business and our customers’ businesses. The past 90 days may have been a pause, but that just means that the next 90 days is all about picking up the pace!

The past 90 days may have been on pause, that just means that the next 90 days is all about picking up the pace! Click To Tweet

Before you plan the next 90 days, it’s important to reflect on the lessons learned, the insights and the meaning of what this pandemic has brought to us. Find a different place to do this reflection. My favourite place to reflect is near the water – I’m not sure what it is, I just think differently when I get away from my desk. Go for a walk, a drive or, like me, find your own place with a note pad to write down your thoughts and your future 90 day goals.

Ask yourself:

✓What did you learn about yourself?
✓How would you rate your business in how they handled the COVID19 situation?
✓How were your sales impacted?
✓Who are the individuals and companies that did an incredible job of pivoting to thrive during COVID?
✓What are the lessons learned?

While many people view the past 90 days as having put a “pause” on the world, we can’t afford to “pause” the world’s economy.

We need strong leaders and salespeople to turn this around. We need to move from “pause” to “pivot” and finally, to “performance.”

We need strong leaders and salespeople to turn this around. We need to move from “pause” to “pivot” and finally, to “performance.” Click To Tweet

What will the next 90 days bring? We don’t know the answers or have the crystal ball. But we can develop goals and plans for our business, customers and even ourselves to enjoy the next 3 months of summer.

What will you plan for the next 90 days to pick up your performance?

WHAT YOU CAN DO!

WHAT YOU CAN DO!

Some days it feels like we spend more energy focused on what we CAN’T do – especially in these times when many of our favourite places are closed and plans cancelled. We can’t meet with clients, we can’t go inside our favourite restaurant, we can’t attend our favourite conference. There is no clear direction for the future, and we may never return to our past normalcy.

Even though I’m very positive and optimistic about life and business, there are days when I feel down and prefer to just hit the snooze button – this must be a bad dream. Though as much as I wish I could wake up in a different world, we can’t change this reality – we CAN however change our thinking and focus on what we CAN do.

We can’t change this reality - we CAN however change our thinking and focus on what we CAN do. Click To Tweet

 

Recently when I caught myself focusing on the negatives, I decided I had to re-adjust. I grabbed a notepad and started to brainstorm a list of all the things I could do, that I could control and most importantly – that I can could excited about.  As I started to draft this list, I began feeling much better, stronger, and excited. The ideas just kept coming – now I’m overwhelmed with all that I can do!  I chose to rank these ideas on a scale of 1-10 to help me identify which ones I could put into action.

What is your list of #whatyoucando?  You can expand this list to work, family, even summer activities:

Sales – #WhatYouCANDo

  • You can sell to customers using virtual platforms
  • You can identify customers who are increasing sales and not reducing costs
  • You can focus on your key customers to grow business with other divisions/locations

Prospecting – #WhatYouCANDo

  • You can research new verticals
  • You can ask for referrals
  • You can use LinkedIn Navigator to find new leads

Enjoy the Summer with limited travel – #WhatYouCANDo

  • Porch Drinks with Neighbours
  • Outdoor Office Space
  • Ice Cream!

Start a new Hobby – #WhatYouCANDo

Donate to a Charity – your time, funds or even your empties! #WhatYouCANDo

  • Foodbank
  • Black Lives Matter
  • Your favourite charity

Family – #WhatYouCANDo

  • Summer Picnic
  • Road Trip
  • Get a new Pet

This list is just to get your positive ideas flowing.  Share, post, or make this a challenge in your next team huddle.  Be creative and have fun to make the most of this summer – let us know your top 3 commitments for the month of June – we would love to see what your list looks like! #WhatYouCANDo.

BE A SALES DETECTIVE: GATHERING INTEL

BE A SALES DETECTIVE: GATHERING INTEL

Why is “intel” – aka gathering client and competitor intelligence – so important right now? There is no crystal ball to forecast the future. What insights do you want your team to gather to help you make future sales decisions?

When we asked sales leaders to identify their biggest challenge with COVID, 83% stated it was the unknown and how challenging it is to plan for the future.

When we asked sales leaders to identify their biggest challenge with COVID, 83% stated it was the unknown and how challenging it is to plan for the future. Click To Tweet

Even though several businesses are starting to re-open, there are still many travel restrictions, especially into customer facilities.  Business owners, senior organizational leaders and customers are seeking business intelligence to help them make future decisions on how COVID will continue to impact their business.

Even though your sales team is not currently on their “feet on the street”, they can put on their detective hats. They can still be creative, be curious, and be confident in order to gather this important intel.

Turn your Check In Conversations into more PURPOSEful Business Conversations to gather business intel for your senior leadership team and help them understand what is going on in the marketplace.

Your sales team needs to understand that business will never be the same.  Your sales team needs to understand why this information is critical to the future decision making, sustainability and success of your business.  This information can be as critical and precious as new leads.

Here are different ways for you to gather business intelligence for your organization. Talk to your customers to ask and learn:

  • What projects are they working on now and in the future?
  • What will the new norm look like?
  • Will there be pent up demand for their services to their customers?
  • Will there be a pent up demand for your services?
  • How will they adapt their facilities to allow employees & customers back?
  • Will current deals be lost during COVID and into the fall?
  • Is there different services they are looking for?
  • How will their staffing situation change?
  • What is the impact of their sales?
  • Are they employing cost cutting, cost optimization or spending for growth?
  • Is their senior leadership team being pro-active, reactive or cocooning?

Here’s one of the best questions to ask, “What do you think January 1, 2021 will look like for both business and your personal life?

Talk to your customers to ask and learn. Here’s one of the best questions to ask, “What do you think January 1, 2021 will look like for both business and your personal life? Click To Tweet

Talk to your fellow sales colleagues and ask them the same questions above to get their insights.

Research your Competitors:

  • Check out their Website and COVID update
  • Order their product online to experience their e-commerce experience
  • Check out their Social media channels
BUYERS REVEAL HOW TO SELL TO THEM VIRTUALLY

BUYERS REVEAL HOW TO SELL TO THEM VIRTUALLY

Last week, we interviewed two buyers to uncover their expectations of how to effectively sell to them virtually.

The buyers we interviewed were:

Susan Ryan – LBM Millwork Buyer – Home Hardware.  Susan has more than 20+ years of buying experience and currently works with more than 80 strategic vendors across Canada.

Scott Prygiel – Senior Buyer – Petsmart. Scott holds more than 15 years of buying experience in both the pet food and grocery sectors.

While both Buyers had their own preferences, they did share some common expectations for having productive virtual meetings with Sales Professionals:

  • Be technically savvy to manage different virtual platforms
  • Some Buyers have a preferred virtual platform – get familiar with the most common ones to avoid fumbling while on the call
  • Be more prepared than ever!
    • Test your technology in advance and prepare a PowerPoint presentation with an agenda & structured outline for great dialogue. Both buyers prefer you to share your PowerPoint with the Buyer 24 hours in advance.
    • Allow time for most relevant content, especially hot topics like e-commerce.
  • Buyers expect your meeting to be compelling, professional and feel like a natural conversation.
    • Dress as you normally would for a face-to-face meeting. This conveys that you’re still serious about the business.
    • Build rapport at the beginning of the meeting to loosen up and make the conversation flow naturally. Do some digging to find out what their personal interests are, customize your virtual background, or comment on something in their background.
  • Buyers are receiving more emails than ever – use the Double Whammy approach (a call followed up with an email) to get noticed.
Buyers are receiving more emails than ever – use the Double Whammy approach (a call followed up with an email) to get noticed. Click To Tweet
  • Both Buyers agreed that in your initial email, you should quickly introduce how your product fills a gap in their product line.
    • Consider sending a customized video with your product or a strong compelling message – Scott said this would get his attention…and not many Sales Professionals are doing it!
  • Have a plan to grow product sales now & for the future (after COVID-19) for retail stores and e-commerce!

Their Final Advice:

  • Collaborate on a customized solution & demonstrate- how it is the right fit for your buyers and WHY! Show you really care about helping them and their customers with the perfect solution.
Collaborate on a customized solution & demonstrate- how it is the right fit for your buyers and WHY! Show you really care about helping them and their customers with the perfect solution. Click To Tweet

Yes, COVID19 is producing obstacles and curveballs that affect selling, but don’t let it bring your sales to a full halt!  Download our Sales Stimulation Template (127 downloads) to overcome your obstacles, including virtual selling.