May 1

How to Sell in a Crisis – 6 Strategies For Selling Successfully During A Crisis

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Selling in a crisis can be a daunting task for any business owner or sales professional. Whether it's an economic downturn,  a global pandemic, global supply chain disruption, or a natural disaster, the challenges can seem insurmountable.

While there's no need to panic, it is more important than ever to stay focused and think about how we approach business and sales. In our new normal of a constantly shifting marketplace, we are in unchartered waters. Never in our lifetime have we had this level of disruption and chaos.

For anyone in sales, it begs the question, how do we sell in times like these? Where should our focus be? How do we engage customers? Contact our prospects? And is it possible to close a deal?

All great questions because selling during a crisis is different. You need to adjust your approach, your expectations, and your results.

"There are always opportunities in a crisis."

Jack Ma, co-founder of Alibaba Group, reminds us that even during a crisis, opportunities still exist if we're open to finding them. By staying focused, adaptable, and creative, sales professionals can find new ways to generate revenue and grow their businesses.

It's important to remain flexible and responsive to the changing situation, and to experiment with new sales channels and strategies as needed. With the right mindset and approach, we can continue to succeed even in the most challenging of times.

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Here are 6 Strategies To Help You Successfully Sell During A Crisis

Care First:

First and foremost, when selling in a crisis you need to focus on being of service to your customers and prospects. Reach out not to make a sale but learn what they need and how you can help.

In a crisis it is easy to focus on your own problems. 

  • "Am I going to still hit my goals?"
  • "Am I ever going to make a sale again?"
  • "What if I get laid off?"

While those are real concerns, focusing on them will only help to ensure they come true. Instead, authentically focus your attention on the problems and concerns of your prospects and the sales will follow.

Embrace the Long Game:

During a crisis, it's common for people to freeze up and become indecisive. This can be especially challenging for sales professionals, as customers may be hesitant to commit to making a purchase or signing a contract. It's important to recognize that during these times, it's necessary to adjust your sales expectations and approach.

Rather than expecting immediate results, it's important to adopt a long-term mindset recognizing that you're investing in the future. By being patient, persistent, and empathetic, you can build strong relationships and position yourself for long-term success.

Add Value:

One of the most effective ways to sell during a crisis is to focus on service, value, and problem-solving. Instead of simply trying to make a sale, ask yourself what you can do to help your customers and prospects ease their struggles.

This may involve offering advice, guidance, or resources that can help them navigate the crisis more effectively. It may also involve customizing your products or services to better meet their changing needs.

For example, if you sell software to small businesses, you may want to offer free training sessions or webinars on how to use your product more effectively during a crisis. Or, if you sell personal finance services, you may want to offer customized advice on how to manage money during a recession.

By focusing on service and value, you can build stronger relationships with your customers and prospects. This will help to establish your brand as a trusted partner and a valuable resource, rather than just another vendor trying to make a sale. It will also help to differentiate you from your competitors and position you as a thought leader in your industry.

Remain Visible:

When selling during a crisis, it's important to think creatively and strategically about how you can maintain and grow your business.

One effective strategy is to increase your social media presence, reach out to clients, participate in podcasts and radio interviews, and write for industry magazines. This can help you can build your reputation in the marketplace, establish yourself as a thought-leader and resource, and position yourself for long-term success.

Create and share content that is relevant, helpful, and informative to increase your social media presence. Post articles, videos, infographics, or other types of content that address the concerns and challenges your customers and prospects are facing.

Additionally, reach out to your clients and prospects directly by sending personalized emails, making phone calls, or hosting virtual meetings or events. Show them that you're committed to their success and well-being and provide them with valuable information and resources that can help them navigate the crisis more effectively.

Adapt for the Future:

It's easy to get caught up in the day-to-day challenges and lose sight of the bigger picture when selling during a crisis.

However, it's important to remember that this volatility will eventually pass, and when it does, the business landscape may look quite different than it did before.

As a result, it's crucial to use this time to think about how sales, customers, and society will change in the future, and how you can proactively adapt to ensure that you're ready to succeed in the new environment.

Begin preparing for the post-crisis world by staying up-to-date on industry news and trends, as well as broader social and economic developments. By staying informed, building relationships, and thinking strategically, you can ensure that you're ready to sell effectively in the new environment when the time comes.

Your Legacy:

It's important to remember that the way you treat your customers and prospects during this time of crisis will have a lasting impact on your reputation and future success – in other words, your legacy. 

This is because people tend to remember how you made them feel, even more than the specific products or services you offered.

As a result, it's important to be proactive about the legacy you want to leave, and the impact that your actions during the crisis will have on your long-term sales success.

Think beyond your short-term sales goals, and focus on building strong, lasting relationships with your customers and prospects that will endure beyond the current crisis.

How to Sell in a Crisis and Emerge Successful

Selling in a crisis can be a daunting task, but with the right approach and mindset, it's possible to not only survive, but thrive.

By focusing on service, adding value, and building strong, lasting relationships with your customers and prospects, you can emerge from the crisis with a stronger reputation, a more loyal customer base, and a clearer understanding of how to adapt and succeed in a rapidly changing world.

So take these tips to heart, stay proactive and flexible, and remember that even in the toughest of times, there are always opportunities for growth and success.

I’ve put together a resource page to help business owners and sales leaders. It is full of webinars, videos, and articles to help you emerge successful during these times. 

Go here: Emerge Successful. Let me know how I may be of assistance to you. E-mail me at meridith@meridithelliottpowell.com


Tags

adding value, empathy, prospecting, providing service, Sales, sales tips, selling during a crisis, social selling, value-add


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