As more and more of the world starts opening up, it’s time to get back in the game doing what you do best: create excellent solutions for your clients. For some, reopening will be tough. For others, they will recognize that this is an excellent opportunity for a new beginning. Here is a quick roadmap you can use to come out on top during reopening.
The first thing that needs to be done is identify both your low-risk and high-risk customers, based on their industries. Your best bet is to focus on those low-risk customers. Sure, it may be a low-risk, low-reward situation, but that’s better than a high-risk, no-reward situation! Low risk examples include healthcare and telecommunications. High-risk industries are oil, retail, travel, and transportation.
Once you establish your low-risk customers, it’s time to do research, research, and more research! Take the time and really understand those low-risk industries of your customer. What are the core needs and values of these industries? How have those industries been impacted? What are their pain points? Understand how those industries are currently operating.
When you have completed your research, you will be able to create ideas based on what is currently needed. Figure out those best solutions, and get proposals together, virtuals, custom videos, gift set ideas, all those essential sales tools you know and love! Tailor what you offer to your clients current needs. Get in touch with your favorite supplier and see how they can assist you.
Now, it’s time to make the call. Genuinely show compassion about them and their business situation. Bring hope to your clients without directly looking at selling. Remember, this is a weird time. Clients are not going to be in a buying mood right away. Make sure your clients know now that you are there for them, to help them in any way you can. We are all in this together.
After you make that call, be patient with both your clients and suppliers. Don’t push! Be honest and tell the truth about your client and their needs. Everyone is going to be on different schedules during reopening. Be available to your clients when they are ready.
Time and time again, this industry has proved its resiliency and always bounces back. With hard work, patience, and determination, it will happen. Be prepared and stay positive. We (all suppliers) are here to help you.