by Lisa Terrenzi
As we move further into 2021, there are three particularly important actions you must take to create stability once again: unite, reconnect, and strategically connect.
Your Own Products and Services
To start with, this reconnection needs to be made with your own products and services. What does that mean? Newly, take a look at your existing products and services, especially those that have sold well. Commit to research and development of these products and services. You not only want to maintain the high standards that you previously set for them but in actuality, you want to take them to a whole new level. You want to “make the best even better.”
As part of this process, you want to reconnect with the vendors who supply you with raw material or supporting services and strengthen those connections. Make them part of the fantastic product and service offerings you are providing to your prospects and customers.
Reconnect with Prospects
During this chaotic year, you may have lost touch with prospects who were in the middle of the buying process when the quarantine struck. Now is the time to reconnect with them and get them going once again.
At the time when you went out of touch with them, prospects would have been at a particular stage of the sales process. Do not assume they are still in that same stage, especially if a considerable time has passed since they were last contacted. Find out newly where they fall within the sales process and proceed forward from there.
Reconnect with Customers
Just as the COVID-19 chaos may have driven you apart from prospects, so it also may have driven you apart from your customers. Therefore, another reconnection you will want to make is with your existing clientele.
Your database of existing customers is truly worth its weight in gold. As any sales veteran will tell you, it is far easier—and far less costly—to make a sale to an existing customer than to a new prospect. Therefore, it is well worth your time to reconnect with those customers and, to start with, make sure they are still happy with your product or service.
If not, do whatever you have to do to bring them to that happy state again. Then, get them progressing along the way to purchase additional products or services.
Another extremely valuable aspect of existing customers is referrals. A referral is the most valuable lead you can get, as this is a prospect that has been recommended by someone they trust. Regularly ask for referrals from customers, and when you get them, provide them with first-class service.
2021—the Year for Reconnection
Thanks to covid-19 and the resulting environmental chaos, people have been driven apart from each other, both personally and in business. 2021 should be the year that we focus on reconnecting through all our relationships. That reconnection will create stability, attracting your prospects and customers to you once more.
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