In my book I give a quote from my friend, Johnny Fryar, who said, "The hardest part of the job is finding someone to talk to." He was absolutely correct then and it still rings true. People avoid us salespeople because they think we're always trying to sell something. And we are.
You don't have to be great at reading body language to notice people cringe when you walk into a room. My friends would barely put up with me but the moment I mentioned anything to do with my business I could hear the air getting sucked out through the ventilation. Over the years I've learned to tone it down a bit. And I have very forgiving friends.
Not that I'm an extrovert, but if I'm faced with a networking event I can mingle with the best of them. And it really doesn't have to be any sort of professional meeting either. I've gotten clients whom I met at wedding receptions and kids' basketball games. Put me in front of someone and I'll find a way to open up a discussion.
So when the Coronavirus brought us to a standstill last March I had to figure out what to do. The last meeting I had before the shutdown was with another life insurance agent at a Starbucks. The place was nearly empty because people were already getting nervous about the unknown virus. The other agent was trying to tell me how awesome his organization was and how much money he was making. I knew he was lying through his teeth but still told him how awesome he was.
In that meeting I managed to get some marketing ideas out of him (he talked way too much and I would never trust him with any secrets) as well as letting him know that I was available to talk to his sales team for a small honorarium.
But then the pandemic hit our front door. Opportunities to meet people were shriveling up like a Sunsweet Raisin. I drove 30 minutes to an event early one morning to find out that it had been cancelled. I was scheduled to be the speaker at another event, and at this point, I don't know if it's been postponed, cancelled or rescheduled.
One local networking group I'm in had just collected my $300 annual dues and have made no mention about extending my membership or giving me a credit. I do receive emails inviting me to attend "virtual networking events", which I suspect is their way of saying, "No refunds for you!"
Note: If you are the person who runs a chamber of commerce or a professional/trade organization, consider letting your current members have a free pass for 2021, especially if you aren't able to give them some bang for their bucks this year.
So what is a sales professional to do when they can't get out there and meet people? In my case I've leaned heavily on social media. The learning curve has been long and low, but this old dog has learned a few new tricks. By using LinkedIn effectively, I have managed to wrangle up some leads. My Facebook page has been spruced up some and there are new followers who I don't know, which is a good thing, as most of my page fans are friends of mine.
It's strange to me how many sales people I know who have more or less thrown in the towel at this point. One colleague who sells group benefits told me he hasn't been able to call on any of his groups, so he can't make any sales. "You have an insurance license don't you?" I asked. "Get out there and find some other clients who aren't in your groups. You're going to have to get out of your comfort zone and find new ways to sell insurance." I even offered to help him out, but he was too busy being miserable.
Think of it this way: You may have to find a new skill set when it comes to your career in sales. What worked a year ago may not work now. Find out what others in your industry are doing and copy them. I've discussed this with realtors who have told me they now do "virtual tours" of homes, especially when the current owner is still living there. Car dealers are offering "internet pricing" and free delivery of vehicles.
Recently I had a sales meeting with someone who insisted I use Skype. I hadn't used Skype in years and had to download the most recent version. Then I spent an hour or so learning everything I had tried to forget about the app. The meeting went well and my preparation paid off. But the kicker was that this guy was in Florida, not near me. Again, this prospect may become a new client and it was a result of doing the leg work online instead of my car.
You can do this. If you have managed to find this blog then you already have the rudimentary skills to work the web for your new leads and prospects. I'm offering to help you or your sales team out with a free meeting. Heck, I even have my Skype set up now.
Happy selling and 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.
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