Over the past several weeks, the world has been turned on its head. The COVID-19 pandemic has brought unprecedented challenges that have forced businesses to adapt, evaluate, and get creative in reaching consumers—almost exclusively through a digital medium.
Southwestern Coaching and the leadership team have pivoted the entire business model to a virtual selling methodology utilizing RingCentral and revised their training scripts and marketing materials to reflect the new virtual selling model. Due to the rapid response, we have experienced growth both in revenues, profits, and new clients sold during the midst of the pandemic and economic crisis. While many companies across the world are going down in revenue, Southwestern Coaching is growing and helping coach others on how to grow their business as well.
How exactly do we do that? Here are a few tips that have proven to be successful from Southwestern Coaching:
- Be a source of positivity.
Clients don’t need to be reminded of the adversity they’re facing. It’s shown 24/7 on the news and undoubtedly by their employees and clients. Instead, bring a breath of positivity and perspective.
Gena Parker, a Partner at Southwestern Coaching, sent an email to every client she’s sold, every person she’s coached, and every manager she’s run a workshop with to remind them to simply control the controllables. We can’t control the market, the virus, or how people react, but we can control our perspective, attitude, and effort.
Teej Cummins, a Sales and Leadership Coach at Southwestern Coaching, says this is a great opportunity for servant-minded salespeople. Meet people where they are and be mindful of the challenges they may be facing.
Check in on your clients, and remind them that there’s good to be found in every tough situation.
- Make it easy for the client or prospect to succeed.
Technology is fantastic, but it’s not perfect. When selling virtually, set your prospect or client up for success. Prospects may have no clue how to set up a Zoom or RingCentral meeting. Make sure you’re offering all the information needed (the download link, meeting link, any additional instructions, etc.), so it’s a simple process for them and their team. You can even reach out to each individual who will be in the meeting (not just the manager) and ensure they have the link as well. Be an example of providing excellent customer service.
- Set yourself up for success.
Just as you need to make it easy for the client, you need to set yourself up for success. Do you have good lighting? Have you tested the sound and video before the meeting? Do you look professional? Even though the sale is digital, your mindset for success should be the same.
If working from home is presenting some challenges, check out this blog post about 5 Ways to Be Productive While Working from Home.
- Share helpful resources with prospects and clients.
Southwestern Coaching Senior Partner Ron Alford recently held a webinar on adaptive leadership during a crisis.
Kitty Barrow, also a Southwestern Coaching Senior Partner, held a webinar on leading your team through uncertain times.
Senior Partner with Southwestern Coaching and President of Southwestern Speakers, Emmie Brown, hosted a webinar on how to manage systems to lead in a virtual world.
Across the pond, SBR Consulting has also geared up efforts to provide value and connection to its network and beyond by providing a series of webinars. You can access the recordings here.
Sending resources like this to clients and prospects who could benefit is a free value add to them. Additionally, keep on the lookout for upcoming webinars from within the Family of Companies, such as:
Exhausted to Empowered: Fitness Motivation for the Quarantined Fatigued on Tuesday, May 5, 2020, at 1 pm CT, hosted by Katy Kvalvik, President of Southwestern Empowerment.
Servant Selling on Thursday, May 7, 2020, at 2 pm CT, hosted by Dave Brown, Vice President of Recruiting with Southwestern Coaching and Senior Partner with Southwestern Consulting.
Remember, we’re all in this together. We’ve been an innovative company for more than 160 years, and we will continue to adapt and persevere. Don’t hesitate to reach out to colleagues and support each other as we move forward.
