How to react if your business is actually benefiting from the COVID-19 crisis
Some businesses will benefit from this crisis. Online streaming services, video conferencing services and eCommerce brands are among this group.
If you fall into this category, you are among the lucky. But, as with all of your outreach during this crisis, you must be humble about your success and avoid boasting about any sales spikes.
Tread carefully with your outreach. Explain that you are here for your customers and outline exactly what you are doing to help.
For example, Internet and phone companies are overwhelmed with customer service needs right now. In response, many have created COVID-19 content hubs to help answer FAQs and are optimizing systems to ensure they don’t crash.
If you are in a similar situation, try creating content full of actionable advice. Equip your reps with updated resources that they can share with customers and leads to streamline communications.
Communicate with transparency and respect, create valuable and helpful resources and carry on.
Sales teams must be especially careful about how they come across in the current climate. Nobody wants to be perceived as attempting to profit from this crisis, but you still need to sell and prevent your deal flow from falling apart.
You can navigate these rough waters by putting your team’s health and safety first and your business second. Optimize your existing tools and processes to streamline your inside sales effort and support your team as they adjust to working remotely.
By doing this, you are setting your team up for success. In turn, they will feel less pressure and be more willing and able to achieve productivity from home.
Set up your CRM, evaluate existing tools and identify customers and prospects in need. From there, focus on helping rather than selling and the close will come organically.