The Network for Sales Professionals in the Human Capital Market
Five More Tips to Help You Sell Through an Economic Slump.... Focus on the Basics
Okay Chicken Little, the sky is falling. Shake it off, stop letting the economy distract you, and come up with a plan.
I suggest you go back to basics.
1. Start by identifying who your primary target customer is. Your TARGET customer - the ones in the right verticals - regions - industries - (etc., etc., etc.) that display certain attributes that make them more likely to be interested and buy.
2. Figure who you need to be talking to at those customers. Titles, roles... whatever works for you.
3. Come up with a list of the business goals, or the pains, that these companies and individuals are universally experiencing right now.
4. Be sure to be able to align what you're selling with this economic climate. Think lowering costs, driving revenue, ROI....
5. REACH OUT. Phone call, then email... OR Email, then phone call. It's not going to come to you in this market - you have to go get it!
People ARE spending money out there. No matter what you're selling, you can always bet some competitor somewhere is closing deal you should have been in. Even in this economy.
Work hard and you'll be okay. Work smart and you'll be okay. Wok hard AND smart - you'll have a great year.
So, what's working for you?
I suggest you go back to basics.
1. Start by identifying who your primary target customer is. Your TARGET customer - the ones in the right verticals - regions - industries - (etc., etc., etc.) that display certain attributes that make them more likely to be interested and buy.
2. Figure who you need to be talking to at those customers. Titles, roles... whatever works for you.
3. Come up with a list of the business goals, or the pains, that these companies and individuals are universally experiencing right now.
4. Be sure to be able to align what you're selling with this economic climate. Think lowering costs, driving revenue, ROI....
5. REACH OUT. Phone call, then email... OR Email, then phone call. It's not going to come to you in this market - you have to go get it!
People ARE spending money out there. No matter what you're selling, you can always bet some competitor somewhere is closing deal you should have been in. Even in this economy.
Work hard and you'll be okay. Work smart and you'll be okay. Wok hard AND smart - you'll have a great year.
So, what's working for you?
Comment
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Comment by Joshua Westover on January 20, 2009 at 3:24pm
- Great post George. Totally agree. B2B or B2C... people are always buying. Tough economic times drive evolution. During evolutions... out of shape, out of date, unhealthy, expensive solutions either fade away or completely die, while young, lean, cost efficient and cutting edge solutions really emerge and find recognition as they mature. As an owner of EnticeLabs (www.EnticeLabs.com), I know that we are successfully selling our key product offering, "TalentSeekr"... and we are excited to hit market in this down economy.
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