Strategies to deal with our dirty little secret
Michael J. Hughes North America's Networking Guru
Helping business/sales professionals identify, access and leverage networks for optimal results.
There's a secret everyone is aware of but refuses to speak about. It's the answer to the question "How's business?" The truth is, it sucks right now and it's time to accept that fact.
Economic conditions are tough. Prospects and clients are reducing budgets, deferring projects or cancelling future programs. It's the wrong thing to do, but it's reality. The fact that no one wants to talk about this is only making it worse.
In fact, service providers I'm speaking with are retrenching as well. Their fallback is increasing social media presence (an already overcrowded space).
It's time to change your perspective. The marketplace needs us now, more than ever. It's time to double-down on your highest-value business-building strategies.
Double-down on face-to-face contact. There is no more powerful marketing strategy than connecting in-person with other professionals. Make this a weekly activity starting now. BONUS TIP:?The success of this activity grows exponentially when done with your ideal client networks. Do you know which ones?
Double-down on value. I'm not advocating giving everything away. Having said that, prospects and clients today need more validation about your services. Be prepared with facts and proof points. BONUS TIP:?Testimonials are your most powerful ammunition. Collect and share them in conversations.
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Double-down on relationship-building activities. This strategy can be your most effective one. Identify your highest-value contacts, then build more trust, share more value and confirm the contribution you make for them, their company or their life. BONUS TIP: I've created my NfR Contact Prioritization Checklist ?, which I'm happy to share. Just ask.
Respect the cycle: When times get bleak and revenues drop, there's a tendency to push harder. All this does is create a sense of discomfort and distrust. Market more now to fill your funnel for the future. BONUS TIP:?How long is your sales cycle?
Get help. I know you're having a tough time right now, especially going into the summer season. Believe it or not, business-building can be even more effective at this time of year. All you need are more options that work. BONUS TIP: Check out this link. It could be the resource you've been missing.
This week's tip: "You must never confuse faith that?you will prevail in the end - which you can never afford to lose - with the discipline to confront the most brutal facts of your?current reality, whatever they might be." Admiral Jim Stockdale.?