With COVID-19 making it a nightmare for some of the SaaS businesses, some companies are doing well in this situation.
Here are a few tips to help the sales team keep the momentum going through this crisis:
Don’t Stop Reaching Out
Interestingly, while people are asked to work from home, they have more time in their days. They do not drive to and from work and they do not hop in or out of meeting rooms. In short: they're more attainable.
They always seem, unsurprisingly, to be happy to speak to people as a means of socialization. Using other contact channels apart from the phone-like email, networking, ad retargeting, and hosting virtual events to tackle the unparalleled business challenges of today.
Be Consultative and Empathetic
Think: In this time of crisis how can your business help others? Even if all you can offer is some empathy and words of support, when the time is finally right you can lay the foundations for a meaningful commitment.
Focus on Building Relationships
People are answering the call. People spend more time online. And in a matter of weeks 'time, business leaders will be in a different kind of panic, the kind they need to hit their numbers and don't know how to get there.
Get your message out and build those relationships now so you've already built a bond when the time comes and they're ready to have a conversation.
Refine your Social presence
Build up your social presence. Update your LinkedIn business page, what does it say about you? What sorts of details do you bring out there?
Your social profile should be full of useful information and relevant content and position you as a leading thinker and expert in the industry.
Maintain Your Momentum
Most significantly, you need to maintain your marketing activities. Do not get caught in the pit of sitting back waiting for the pandemic to pass. Work harder and more intelligently!
Final Takeaway
There are two kinds of prospects out there, those who are panicking and worrying about "right now" (a.k.a. COVID-19,) and those who are worrying about the future and how they can sustain the stability of the company and sales.
When you communicate with these two types of prospects – the dynamics are different, the contact is different, but the need is there either way. We are weeks away from a boom in demand, so do what you can, and make sure that when the time is right, demand comes to you.