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?
Idea #4: Deliver unsolicited ideas to your clients and prospects.
I buy shakes, protein bars, and supplements from Beachbody. (To clarify to those that just laughed at a 50-year-old referring to Beachbody, I work with a nutritionist and one of her affiliations is Beachbody.) I buy the same things from them every month or two. I don’t do the workouts, I don’t partake in their 30-day challenges, and I don’t go on their cruises. I just buy healthy, plant-based stuff – that’s it.
Guess what? I received an email this morning offering me access to their entire library of virtual workouts and I’m probably going to do it. My gym is closed. I run three days a week, but I don’t think I want to run more than that, and I like my balance of weights and running. So, I’m going to try this Beachbody thing. I won’t post photos of me on social media – don’t worry.
Your customers need things right now. I don’t know what they need, but they need help on things that they didn’t need last week. Perhaps it’s extra parking lot surveillance because their building is vacant more hours than usual? Maybe they could use some remote video monitoring? Maybe their guards are unable to work, so they could use a visitor management system? I don’t know … it could be as simple as a company managing their network remotely because the IT staff is fractured. Whatever they need, think about it.
Seriously, think about your top clients and prospects and the problems facing them right now? How can you help? After developing the answer, build a budgetary proposal and send to them. Simply state: “I assume that you’re facing this challenge right now and I’ve developed a solution. I know you didn’t request this, but I was thinking about you and thought I’d send your way. The pricing is budgetary, so let me know if you’re interested in me preparing a detailed scope and price. I’m happy to do so.”
A week ago, I made fun of my neighbor who is a P90X junkie. I know that I made fun of him last week because I make fun of him every week. Tomorrow morning, I’ll be doing lunges with resistant bands in my living room … and I’ll be paying for it! All because Beachbody sent me an unsolicited idea.
