The economy is having considerable changes to the overall landscape of American businesses. We are witnessing a significant drop in the stock market, endured corporate scandal thanks to entities such as Worldcom, Enron and Arthur Andersen. Business and personal bankruptcies are at an all-time high, banks are closing their doors and home foreclosures across American are breaking records. We are scratching our heads and asking what is happening to our economy.
Layoffs are commonplace while hiring and spending freezes are in place seemingly everywhere. The terrorist attacks in 2001 have contributed to a feeling of anxiety throughout our society. All of these events have a direct impact on our mindset, as well as those of our customers. We have seen a blanket of conservative behavior cover our country without regard to geography or industry. Our customers are simply more wary to make decisions quickly than they have in the past. Many report that doing nothing is “good enough” for now.
Every action requires a reaction. There are many things we can’t change as individuals but we can monitor and control how we react to circumstances that confront us in our daily lives. As experienced salespeople, it is time to rise and meet these new challenges head-on. We already have the skills and knowledge required. Let’s embrace these traits and build them to our advantage.
Remember, success always awaits us. We need to trust and believe in ourselves and our surroundings and we will prosper. Yes, there will be struggles and challenges but with the right mindset we can overcome them. Customers are changing their beliefs and priorities but we can mold ourselves and be flexible with their wants and needs. We can control the way we do business. Below are a few examples of how we can grasp success for the long term:
Salespeople are always prospecting. We need more regularity to continue to fill the “pipeline”. This will help in securing our success in the future and a continuation of income. Cold calling customers have changed over the years and we can change with it just by being more aggressive in our creativity and consideration of others.
We already know that the postcard prospecting system can be productive. We may need to improve our frequency and volume. Additionally, using the IBS in email format can get to potential sponsors quicker and for less cost. There are numerous ways to obtain the addresses, usually by visiting company or industry websites, as well as current print advertising sources. Be sure your subject line has strength to avoid being deleted before the message is opened. You can reach hundreds of prospects in a short period of time. The result is usually an appointment, and in my experience, I have found that our closing ratio improves on an appointment versus a cold call. We need a mixture to keep energized and productively busy all day.
US automakers didn’t grasp customer needs quickly and as a result lost market share. Customer needs were different 10 or 20 years ago then they are today. Let’s learn from their experience.
The business world is concerned with economic challenges and constantly changing rules. There is only one question we need to ask ourselves in reference to our roles: Is “good enough” really good enough?
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