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Most of us now know PPE as “personal protective equipment” for our front-line heroes in health care and other essential services. But you can also see PPE from a business perspective as “Preparation, Promotion, and Expansion”. You don’t have to let this forced lull in business development be a time waster that hurts your company. Instead, use it to keep producers producing and to get ready for even more productivity when business is, well, back in business. Win business. Don’t lose it. Here’s how to turn some of your crises—or just problems—into opportunities. By acting now, you’ll help motivate your people to be up about downtime.
When Sellers Can’t Do What They Do Best
Problem: You have underdeveloped current or past accounts
Solution: Pick up the phone and call several different groups of people: Current customers or clients, inactive accounts, “the dead file”—those you quoted in the past, but didn’t buy, and turned into lost prospects. We find that people are still working in many industries, if remotely, but most are not as busy and are more welcoming than they otherwise might be. Plus, lost prospects are terrific sources of information and insights. In addition, you have a great reason to call—“How is the coronavirus affecting you and your business?” “Do you have new products since we last talked or are you looking at new markets?” By comparing notes, you’ll have conversations that don’t cast you in the selling role the person you’re calling is expecting. If no one picks up, these types of questions are about their business, not yours, so they work well as voice mails. That improves your ability to watch for and refer business to them that matches what they’re looking for now.
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