Lately I have heard business owners share that work loads are higher than ever, expectations are that communication is nearly 24/7, and turn around times have shrunk. Stress levels have risen, and maintaining this pace feels difficult.
Business owners who work in both the B2B and B2C markets are finding that the crisis mode we all entered in March 2020 has extended too long. Taking meetings from early morning to late at night, being available by text every day of the week, and jumping to say yes at every question: these are the symptoms of operating in a crisis mode, not in a normal mode.
Not only is it not sustainable, it’s also starting to show up in terrible sales strategies.
I have recently been on the receiving end of poor communication or poor sales strategies that I believe are due to crisis mode behavior. As many of you can probably relate, the amount of spam in my email and terrible LinkedIn direct mail messages has never been worse. It feels like people are shooting these things off with no thought or strategy. Why? Probably because they’re short on time and bandwidth to think through their sales approach.
So how can we both move back to a more normal state as well as improve our sales approaches in a virtual world?
I believe we must start with ourselves first. Whether we work for others, or work for ourselves, or others work for us, we must start by re-stating the boundaries. And in some cases, having the hard conversations with clients or customers to re-establish those boundaries.
Your work will speak for itself, and you do not need to be at the mercy of other people’s crises.
I also believe we need to return to a more personal connection for sales. I have a friend who makes it a point to pick up the phone and call to check in. Not to sell, not to pitch, but just to check in.
- Connecting directly, via the phone vs. zoom or email or text, makes a big difference.
- Checking in vs. only calling with an agenda, makes a big difference.
- Keeping text for its intended purposes, vs. using it as a platform to sell, makes a big difference.
Be the leader in this space, and say no to crisis mode as the new norm. And use the time you take back to re-think sales strategies in a virtual world. Or to just take a break and catch up. 🙂
PS – If you’d like to hear more about how to improve selling via technology, listen to a recent podcast that I recorded with one of the leading Sales Strategy firms in the country. You might like the story about how I connected with someone in a different country, in a similar industry, before we’d even started talking about business.