Like most sales professionals, you’re probably concerned about how the economy will affect your business. You’re wondering how you’ll survive. Your survival instincts may be telling you to look for ways to conserve; to hang on to what you have and weather the storm. It may seem like the correct thing to do. BUT IT’S NOT! When the economy is slowing down, you need to speed it up!
If the economic pie is getting smaller, you need to get a bigger piece just to maintain your current levels. And, that won’t happen unless you pick up the pace, and do more. You need to be more visible, more credible, and more valuable to your clients and prospective clients. What can you do? Here are some suggestions:
Pick up the phone: With a slowing economy, it’s no time to be shy. Make prospecting calls. Beef up your prospecting plan. Contact former clients who have dropped off the radar. Someone out there needs your products/services. Find them before your competitors do.
Be of service: Forget about making “sales calls” on existing clients. Instead, schedule “strategy sessions” to help them explore opportunities to grow their businesses. Being “of service” will not only cement the relationship, but it will also make your client more comfortable and more likely to introduce you to others who would appreciate the same level of service.
Network: Show up at social and business functions ready to talk about your business and how you are helping your clients grow despite the current economic conditions. Adjust your “30-second commercial” to reflect the current economic condition.
Get the message out: Speak at chambers of commerce, professional associations and service organizations. Talks and presentations have proven to be effective low-cost or no-cost marketing tools. They increase your visibility and credibility.
Have you figured it out yet? What you need to do in a “bad” economy are the very same things you need to do in a “good” economy. But, you need to do them more skillfully and more frequently. Don’t let a slow economy slow you down.
