The Sky is Falling! The Sky is Falling!

January 23, 2008 at 9:10 pm | Posted in Customer Service, Networking, sales, small business | 2 Comments

Do you agree…you can’t pick up a newspaper or turn on your TV these days without being bombarded by the doom and gloom about the impending recession. It’s enough to make any salesperson want to hide under a rock until happier days return.

However, there is a silver lining in those dark clouds. Consider the warnings a call to action to prepare your business to ride the cycle. If you play your cards right during a downturn, you will not only keep sales up through the cycle, you’ll also find yourself in an even better place when the economy begins to pick up. So, turn down the drone of financial doomsayers and start working this prime opportunity to increase your sales. Here’s how:

Stay Close
Stay close to your customers and prospects in tough times. Dazzle them with customer service. Be one step ahead of their wants and needs and always, always be proactive and anticipate their needs BEFORE they have to ask or remind you. Give them something for nothing. This doesn’t necessarily mean a tangible item. Offer them valuable information, introductions, or some of your extra time.

Cross-Sell
Make certain that you are cross-selling all that you have to offer your customers. This is not the time to leave business on the table for your competitors to scoop up and perhaps even win your part of the business as well.

Focus on Competitive Advantages
Remember that your key competitive advantages are valuable ONLY if they equate to an improvement in situation for your customers and prospects. The bottom-line here – if you can’t offer them an improvement, why should they make a change.

Become an Advisor
Be more than just a salesperson; develop meaningful solutions for your customers. Think out-of-the-box strategies, get creative. Put yourself in the mindset of being a valuable resource to those you sell to.

Work Harder
Most importantly, when times are tough – work harder and smarter, make more calls, utilize better touch-point management, and network, network, network!

2 Comments »

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  1. Adrian,

    I agree. I believe – regardless of what type of Industry you are in – customer service has to be exceptional.

    I think that in order to be “one step ahead of your customers needs and wants” you have to listen – to all the “little things” they tell you – their plans for the future regarding their family and career, hopes and dreams. If you know where your client wants to be in 5 or 10 years and you can help him get there – you can truly begin a long term relationship.

    Sabine Pyrchalla

  2. Our agency has been around for 35 years and over those years we have weathered many recessions and downturns. The latest downturn in 2000 brought on the demise of many weaker ad agencies on Long Island – I think we can anticipate another round of agency burials shortly following this “recession” (if it actually happens).

    what you say is very true and you have to work hard everyday to inspire everyone in your company to execute on these opportunities. They won’t happen by accident – that’s why you need the Adrian Miller Factor for daily inspiration:)


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