We’re hearing a lot from our clients about how they are trying to manoeuvre through a time of unprecedented change by understanding how to navigate business amid coronavirus. Although many of you might be spending less-or no-time in an office and following government updates it might now be harder (or impossible) to get face-time with customers, we know that for our members business has to continue.
Whether it’s coronavirus or the uncertainty of the economic environment, right now it’s not easy and there are a lot of questions. In connecting with you and other people in sales, we’ve heard some common questions cantered on how to stay:
- Connected to both buyers and your sales organisation
- Productive in a new work setup
- Informed about coronavirus (COVID-19)
We don’t have all the answers, but we are here to share resources and tips that can help.
How to Stay Connected
Whether it’s colleagues, clients or prospective customers, staying connected can feel challenging when you are limited to only picking up the phone or connecting through a screen. But, the good news is that it’s easier than ever to build and maintain meaningful relationships at scale digitally.
When it comes to staying connected with your buyers, it is more important than ever to not overlook the human element of the relationship. Just like you, the buyer might be trying to balance shifting priorities, juggle personal changes, and determine how to adapt to a world that looks a lot different than it did even a week ago. Staying close to them via virtual meetings and phone calls, while also paying attention to the world around them — economic changes to their business, news announcements in their region, etc. — is essential. Sharing advice or lessons learned with one another is a great way to stay focused on solving current challenges, together.
As you consider virtual meetings with your customers, check out this recent article from Harvard Business Review that offers some great insights on how to conduct an effective virtual meeting, including:
- Stick to a clear and simplified meeting structure
- Minimise presentation length
- Use video, but provide an audio dial-in option
- Test the technology you’re using ahead of time
In addition to staying connected with buyers, it’s important to stay in touch with your wider network including suppliers and referrers In the spirit of sharing, we wanted pass along a few ways we are working to keep our team connected:
- Scheduling regular one-on-one check-ins
- Coordinating virtual team chats through e.g. Microsoft Teams (or a similar solution)
- Scheduling daily virtual stand-up meetings (sometimes multiple times per day) to align on objectives and answer questions from our members
When you are in a traditional office, you make time to grab lunch together, make a cup of tea, and make a fuss when a colleague closes a deal. Don’t overlook the power and importance of still making time to be social and network with your teammates, suppliers, and prospects. Find time for a quick message, video chat, or to share a key bit of information.
It’s important to feel seen and heard, even if it’s virtually!