I’ve decided to write ten consecutive posts during ten consecutive business days, each that will offer an idea that salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do? With today’s post being released on a Friday, I thought I’d approach from a high level and deliver a motivational idea …
Idea #5: Visualize yourself on June 20th. What’s it look like?
During the downfall of the economy in 2008 / 09, our financial planner’s firm decided to take a unique stance. Instead of begging their clients to keep their money in the market or trying to convince others to invest with them, they focused on becoming known as the experts in the marketplace.
The firm, Crossley Shear, held monthly educational events at wine shops and hip restaurants and craft beer bars and kitchens that gave cooking lessons. Every month, dozens of clients and potential clients attended these events, spending the first 30 minutes learning about the short-sale process or buying a foreclosure or borrowing from your IRA, and then enjoying some wine or learning how to prepare sushi. I don’t think any of us invested more money with them the during those months. Heck, most of the attendees were there for the free food and drinks because times were so tough! However, once the economy started to turn, their current clients like me were deeply committed and the guests that we brought to these events didn’t speak to anyone else. They educated us during the hard times, so we viewed them as the experts.
I don’t know how long our current slow-down is going to last, but I know this – it won’t be as long as the economic downfall we experienced about a decade ago. I selected June 20th because it’s exactly three months from the day of this posting. I may be wrong, but I don’t think I’ll be off by too much.
On June 20th, where will you be? Will you be cruising along or catching up? What will be your activity level? Will you be scrambling from sucking wind or buried in requests from customers and prospects? How about your pipeline of business? Is it disseminated or just pushed a little to the right? How about your exposure to your market? Are you reintroducing yourself after a hiatus or have you become more visible and valuable? Are you the one that delivered valuable content and services remotely or did you waste this unique opportunity?
Visualize yourself on June 20th. Visualize yourself being in a position like my friends at Crossley Shear. Visualize yourself with a huge smile on your face because you took advantage of this strange time to create a brand for yourself by helping your customers and prospects … and now visualize yourself reaping the rewards!
