Skip to main content

4 Ways to Keep Your Head In the Game During the Pandemic

For some of us, trying to work remotely is hard. Especially if you're like me and actually enjoy going out to meet clients in their homes, offices or a coffeehouse. Fortunately, I've had some experience dealing with clients and taking applications while I wearing a pair of shorts and a t-shirt. It's not as bad as it's made out to be.

There can be a mental toll if you aren't used to staying inside all day and trying to make the sale. Staring at a computer screen, trying to find prospects, and making those calls is rough. And on top of it all, ultimately the people you are calling are also dealing with their own issues related to the virus, too. For example, how many of your prospects or clients are on the verge of losing their job or business? We're all in the same boat here. Unfortunately there's not many opportunities at the moment to motivate yourself or your sales team. 



With this in mind, I wanted to throw a few suggestions out for you to consider. 
  1. Be empathetic. As stated earlier, the person on the other end of the phone or virtual meeting screen is also suffering, as well as anxious and scared. Realize that everyone has a different situation. Don't assume anything about your prospect or client, especially if things have changed for them since the virus has turned things upside down. With that in mind, the best thing you can do is...
  2. Ask a lot of questions. Make sure you drill down and do some good fact finding before presenting your product or service. 
  3. Use LinkedIn to cast a wide net. Just because you're stuck in your home doesn't mean you can't keep prospecting and networking. If you haven't used LinkedIn for a while, you may want to dust off that old picture and update your profile. I discussed LinkedIn in a previous post and you may want to check it out. 
  4. Know that your numbers will be different than what you're used to. There's a good chance that your closing percentage will be lower. My theory is that it's easier for people to say "no" online than in person, but I may be wrong. Either way, you may want your pipeline of prospects to be larger. Again, use LinkedIn to keep looking for people and don't forget to ask for referrals.
It's not a complete list but a good start. If you have any other suggestions to share, put them in the comment section. Keep your head up and please stay healthy. 

Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states
Labels:

Comments

Post a Comment

Popular posts from this blog

Introducing the "You're Going To Be Great At This!" Podcast

I was pretty surprised when I saw that my last blog post was several months ago. Time really does fly when you're having fun, or in my case, just having a busy workload. In the last few months I've been on the road for an approximate total of 9 weeks. Needless to say I get less than motivated to work in a hotel room after selling insurance for 8 hours, so blogging isn't on my "to do" list. While driving in my car during these trips I try to make my time productive my listening to podcasts on business and marketing. I'm not sure if someone was trying to tell me something but over the course of a week or so, I heard 4 episodes on how starting a podcast can help boost your business. After mulling this over and considering my options, I decided to take the plunge and start one myself. I've had a YouTube channel for a while which is fine, but I wanted to do something a little different. So I decided to start the "You're Going To Be Great At This!"...
Post a Comment
Read more

Another Fun Podcast Experience

Over the last few years I have realized that I really enjoy being a guest on podcasts. I've been featured as a guest on about a dozen and they have always been fun. The hosts are as diverse as their podcasts. One host was apparently in the Middle East while others were comedians or local entrepreneurs.  Recently I was asked to share my experiences on the Sales Hindsight with Patrick Kagan of the PK Solutions Group. I met Patrick through a group on LinkedIn and he has been a great supporter of my work, even contributing a blurb for my newest book, "Nearly Motivated".  He's an internationally renowned author and speaker as well.  We had a great talk and I wanted to share it with you. We discuss branding yourself and using humor, among other topics. Patrick is a skilled host and makes the podcast informative AND interesting.  Take a listen here and let me know what you think. Ch ris Castane s is a humorous speaker and former comedian who helps sales people succeed thro...
Post a Comment
Read more

A Conversation On Marketing To Real Estate Agents (And other stuff)

I recently had a great conversation with Bill Whitaker, realtor and owner of RawtapeRPM.com. Bill talks about his time in the real estate business, and his journey that led to running a business as a consultant and coach for real estate agents all over the country.  Below is the footage of the conversation. Please subscribe to our YouTube channel. Ch ris Castane s is a humorous speaker and former comedian who helps sales people succeed through workshops and humorous presentations. His newest book, "Nearly Motivated", is yet another humorous look at sales. For booking information,  click here.  As president of  Surf Financial Brokers  ,  he sells life and disability insurance in several states.
Post a Comment
Read more