Did you think we’d be past this by now? I sure did. I thought we’d be back to normal last summer, but here we are, almost 11 months since this scenario was officially labeled a pandemic. While webinars, videos, and virtual trade shows have occupied us over the last year or so, most salespeople are still wondering what to do next. Since I’ll be kicking off a five-part series next week called Five Ways to Make the Digital Experience Better for Your Customers, I thought I’d use this week’s blog post to share with you the #1 piece of advice I have for salespeople during this crazy time …
Get in the field.
That’s right … in front of customers, on airplanes, knocking on prospects’ doors, walking job sites, meeting with channel partners, etc. Get out there. Let everyone else figure out the virtual game and differentiate yourself by living the personal engagement game!
I’m not implying that you violate your company guidelines or your community policies but push them to their limits. I’m also not implying that you should be irresponsible, but you can get out there with a mask, bottle of sanitizer, and a six-feet rule. Just get out there.
I’m the first to claim that the last year has taught us many lessons about efficiencies and using virtual techniques to optimize our activity. Many salespeople are getting significantly more done at their home that they used to in an office and field environment. We should utilize these techniques and tools to help us get more done in less time. But you should still get out in the field.
It’s going to take us several years to figure out the most optimum routine. Salespeople have learned to enjoy the efficiencies and comfort of virtual work. Customers have learned to like not having to spend too much time with salespeople. As we move out of this pandemic salespeople and customers will not jump back to personal meetings again. That’s why you need to get out there. Get in the field now or as soon as your situation will allow you.
In the 2020’s, people buy from people they trust. Not just their word, but they have to trust their competence. While your competition is trying to push their trustworthiness through a Zoom screen, get out there and fist-pump someone, personally proving your competence to them. Now more than ever – and I think for the next three to five years – showing up will not only differentiate you from your competition but it will make a special impact on your customer.
I know its tough right now and maybe awkward. I know the virtual thing is efficient and expected by your customers. I know that many of your customers and prospects won’t see you now. I don’t care. The best thing you can do for your career today and the next few years is to get in the field.
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