5 Ways Sales Reps Can Keep Their Income and Sales Stability Through COVID-19

The global tech market is expected to grow at a slower rate in 2020 and 2021. It could drop even more if we go into a full-fledged recession.

Almost half of CFOs will cancel less-critical projects to reduce IT costs.

Sales teams are constantly having to rethink their strategies and create positive cash flow. This leads to difficulty for salespeople because the market is always changing.

The goal of this article is to help IT sales specialists find sales stability in the face of COVID-19.

Here are five things you can do to maintain sales stability.

If you implement these tips and nothing changes within the next three months, please send me a PM. I’ll buy you lunch.


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Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

1. Reach Out Again to Ex-Customers

Many salespeople forget to contact their past clients when they are trying to sell a product or service.

This category of buyers can be a valuable source of business because they know you, already like your company and are familiar with the value that it provides.

It can be difficult to get ex-customers back on board, but it’s not impossible.

So, whats the key to keeping employees satisfied and engaged? How can you keep them coming back for more work?

Heres how to succeed in the marketplace and keep your sales stability with this six-step strategy.

1. Create a list.

Make a list of all old clients you would like to contact and offer them your services again.

I recommend you contact them through email.

You should record a two-minute video and attach it to the email so you can reestablish your personal relationship with the prospect.

3. Be thankful.

Send a thank you email to inactive customers for past patronage.

4. Be genuine.

The best way to show interest in someone is by expressing concern for their well-being during this pandemic.

Remind them of the benefits they will gain from working with you.

Think back to your previous experience and what made you stand out.

I think the most important thing is to build a good relationship with your employees. You can’t expect them to work for you forever, but if they like their job and enjoy working with you it will be easier on both of us down the road.

The customer should be kept in the loop and updated on their order.

The best way to keep a client is by focusing on what you can do for them.

For example, you could create a problem-solving app or service to help them during the COVID-19 crisis. And offer it with an introductory price as appreciation for your customers.

You can also provide your client with industry research and data to help them get through this tough time.

To win over customers, show them you can protect their investments during tough times.

2. Review Your ICP

With the current state of business, companies are cutting back on their operational expenses to stay afloat. This includes temporarily suspending some IT services that arent critical for survival.

This means that your ICP may not be looking for the service you offer, but there are other opportunities out there.

Sometimes, customers may abandon your service because they feel like there is an easier way. But this same change might create a new group of people who are desperately looking for what you offer.

One of the best ways to identify low hanging fruit is updating your ICP.

So, you have to figure out the best way of making your product appealing.

Many companies are in a tough situation right now, and it’s important to think about the relevance of your ICP and how you can adjust with this difficult time.

3. Update Your Messaging

When you review your brand’s value proposition, make sure to also reevaluate the messaging.

You need to focus on improving your communication and content, as well as understanding the customer.

Audio and video content is a great way to better communicate your message in emails or LinkedIn messages. It evokes reactions from the reader, which can be valuable.

Your messages should be easily understood and actionable. Your target audience will appreciate a message that is sympathetic to them, not just the typical faux sympathy statements they see on the web.

When writing email copy, avoid using an aggressive tone. For example, asking the prospect or customer have you read my previous email? sounds unfriendly.

Dont do it.

Instead of rushing the conversation, take your time to understand what they need from you. It’s a difficult time.

4. Choose Your Battles

What if your employer doesn’t do anything to change the situation?

The choice is yours.

You can choose to do nothing, or you can take the initiative and make a change.

It’s important to have a financial plan that you control, rather than being at the mercy of government or your employer.

If you want to have a successful future, work hard and do everything it takes.

This pandemic might be the biggest opportunity that I’ve had in my lifetime.

If your company is in an industry that has been hit hard by the pandemic, it may be worth looking for a new opportunity rather than risking losing your job when they’re down on their luck.

There are many opportunities for people in companies that work with consumers, especially those who have remote collaboration and other on-demand services. These jobs will be essential during the pandemic.

If I were you, I would make the commitment to surround myself with people and information that will help me grow. That way if need be, when it comes time for a new opportunity, my resume is ready.

5. Sell by Teaching

Creating value is one of the best ways to succeed online. The more you can share what you know, and make it valuable for others, the better chance your business will be successful.

There are many ways to teach others, even if you’re not an expert. Don’t worry; this isn’t rocket science.

Think about:

  • I’m going to offer advice on what people should do during the COVID-19 pandemic.
  • Creating a YouTube channel with videos about topics that are valuable
  • I’ve interviewed real experts, or I have put together a focus group to find out what people really think about it.
  • Virtual events and Q&A platforms are very helpful for understanding the needs of your customer base.
  • The COVID-19 Resource Center will help to make all this information more accessible.

Once the crisis has passed, you’ll be able to turn your strategy into an evergreen content hub.

If youve never built or strengthened your personal brand, it’s time to get started. There are many people in the world who need leadership from someone like you.

The quote Ill use is, What seems obvious to you may seem amazing for others.

If you dont feel like your knowledge is needed, start blogging and podcasting. Someone out there will need it.

Youll help others while also helping yourself have good sales stability.

When you share knowledge and set yourself up as an expert, it not only looks good on your resume but also helps build relationships that will help you in the long-term.

Conclusion

The rules for making sales change with every major world event. You have to be flexible and able to alter your strategies in order to make a profit and improve sales stability.

As the pandemic continues, it’s really important to prepare for what comes next. It may not be an easy process but those who plan now will have a leg up when everything is over.

Change is good, so stay strong, improve sales stability, and adapt to the change. You will come out on top after this COVID world.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.