In the existing world of sales, there are already several challenges that are to be addressed by companies, on their way to converting customers starting from finding the leads. The main challenges faced by the companies include the process of finding the leads, engaging them, eventually converting them into permanent customers. The immediate changes due to the COVID-19 pandemic in the working environment of sales took the existing challenges to a whole new level.
In the new and changing situations, the companies have to either entirely shut down the business or adapt to the environment where remote working is the utmost need. Hence, having strong and active sales strategies is a must for the companies, and to plan it, there are 5 main points to put the focus on. Let us look at those hacks and how with Apptivo, you can make your business perform in the sales even in the current times.
Addressing The Issue
When the sales team contacts the leads and then acts normal, it is one of the worst activities they can perform in the present situations. When talking through with a lead, you have to not focus on being normal and acting the same. Instead, you should emphasize their current condition and then think about whether you should discuss the product or not.
Your prime focus when calling a lead should be to strengthen the relationship with the person and make sure that they are comfortable talking to you the next time you talk. When discussing a certain topic, check if the prospects are comfortable about it and if they’re not, then it’s better to leave that topic and try to build a good conversation around another trend. Hence, the focal points of any call should be showing empathy towards them and treating them well.
It is very well known that optimism yields success and in terms of sales, it is seen that optimistic people are almost 20-40% better at selling. In these times of crisis, being optimistic is easier to say than follow in reality, therefore the only way to be so is to follow a strategy that works for you. The best-known method to be optimistic when dealing with the prospects is to remember the key points from your best case examples.
Try to learn from the positive conversations that you had in the past and follow the footprints of it. Another main point to consider is that there are several things that you can control but there are also those that you can’t. For instance, you can control the number of calls to make in a day, but you can’t control the response from the other side. Hence, a good way to tackle the sales challenges is by remaining positive in the worst of the conditions and face it all.
Change Your Messaging Ways
The past months have drawn drastic amounts of change in different situations and due to this the way how you used to message and hold a conversation with a prospect has also changed, and at present, the standard messaging methods fail. Therefore, in the present situations, you need to tailor your conversations in a way to make the prospects aware of the solutions that you have to offer and how it can add value to their current situation.
You need to address the benefits of your product/service in the present crisis and how it can help tackle a majority of issues and challenges faced by them due to the pandemic. Hence, adapt to the changes in a better way and with Apptivo you can deliver the best possible experience to your prospects.
Focus On Nurturing Relationships
While talking to a lead, don’t hold the conversation in the form of a formal meeting. Rather, pull out the calls to ensure a connection that would result in your next call to be at a great comfort level with the prospect. You need to check in to the prospects that you were dealing with even before the crisis happened, showing them the feeling of care that you have.
Most of the representatives nowadays are facing the conditions when the sales teams contact them and leave the situations isolated without being of any help to them. Instead, you should focus on being supportive and use a good strategy involving usable content and material, providing it to them attached with the Emails. You can include reference links, posts, etc. relevant to the current topic, helping them in easing tasks and providing value.
Building An Active Plan
Being in the middle of a crisis, your main focus should be helping out prospects, providing them value, and planning for your future relationship with them. You should ensure that when the markets restore, your prospects should think of you to be the best name to contact for the specific offering of your company. Hence, it is important to build a solid strategy to keep your company remembered in the mind of prospects so that after the pandemic your relationship could yield a better connection.
It can be done by delivering them exclusive collaterals and informing them about any event relevant to their interests. Such as inviting them for webinars, giving them access to whitepapers, case studies, etc. With Apptivo, you can handle prospects and deliver quality assistance to them without any hassle, providing them a quality experience.
The COVID-19 pandemic has brought with it, challenging and unpredictable situations. To face those situations and to stay productive even in these times requires you to adopt strong planning and great strategies. Along with planning a great personal approach towards certain things like dealing with prospects, etc. requires you to take care of a variety of points as mentioned. Hence, adopt these ideas and hacks and with Apptivo, make this pandemic an opportunity to pave the way towards a great future.