By RJ Oster, governor at large, Generation Next
ProTech Industries
This article was originally published in the December 2020 edition of Generation Next Edition.
As the year ends, many of us are facing new challenges that have arisen due to the pandemic. The Future of Sales is here, and – if we haven’t already done so – we need to adapt quickly. The old way of doing business may never return. This article lays out some tools that have been used to successfully overcome these new challenges.
Virtual travel – As in-person meetings are limited or non-existent, most industry professionals are already very familiar with virtual travel. If not, now is the time to embrace available tools such as ZOOM, TEAMS, LOOM, and other social media platforms to engage customers. Set up time with your customers and let them know you are putting them on a rotation to check in with them starting next month. I found that most will accept a calendar invite for a quick 5-10-minute check-in.
Prospecting – I have found prospecting for new business to be quite difficult since the pandemic started. No longer can I just “pop in” these days … so I got creative and reinvented the script - and so can you. Pull it off your desktop, and simplify it to one impactful title and a couple sentences aimed at drawing in your prospect for a quick call.
Virtual events & training seminars – In-person meetings and events might be limited or postponed until 2022. So seek out virtual networking and training events, and get them on your 2021 calendar. Check with colleagues and social media sites for suggestions. Reach out to your employer to see if additional options are available to you.
Intel – We all need to share information as it comes in, as things are ever-changing. Upper management and executive teams depend on us to provide them with “boots on the ground” information we find in our day-to-day. Be alert to this kind of information, and don’t be shy about sharing. Interview your prospects and customers, find out what is going on in their worlds, and report it.
Marketing & content – Review the content being pushed across your company’s social media channels. Make sure it is updated. Is it meeting the demands of your buyers? Is it easy for you to convey the information to your customers? What type of literature do they seek?
With a little persistence and perseverance, today’s technologies and tactics can ensure you still understand and anticipate the market and customer expectations – giving you the ultimate edge in your field.