What to do when sales and marketing slow down

Unfortunately, some professionals go into cruise control mode when sales slow down. The local news reports an economic downturn, and we somehow resign ourselves to hibernating until things turn around.

When these slow times arise, it is the perfect time to turn up our sales and marketing efforts. You can do things to jump-start your business regardless of the economic condition reported on the news.

Get in touch with your clients even when not much is currently happening. Schedule a lunch or time to review business. Tell them that you care about aggressively pursuing business growth together regardless of the economic conditions.

Do things that prove you are genuinely business partners dedicated to sales and marketing success. Offer to visit their facilities to learn more about their products and services.

Losing a client during slow times is often avoidable if you are in touch and engaged in their business goals. Attend an industry trade event with your clients. Spend time reconnecting regardless of how long you have been in business together. Being available and building relationships can open up new doors with existing clients irrespective of the economic conditions.

We all have clients that do not have much going on. Perhaps you are just managing a business plan with little or no growth. Instead of just doing the minimum, consider meeting with them to discuss growth ideas. If you spur them on to engage in new sales, you will win their loyalty and trust. They will know you care and are committed to them. Even if nothing comes out of it, you will know you are doing everything possible to grow your business.

It never hurts to ask, and there might be a perfect new client sitting in your current client’s Rolodex. (If your client has a Rolodex, you have been in the business a long time)  It is easy to share a contact from your iPhone or iPad.

There is value in continued personal growth. It prepares you for the following opportunities and keeps you sharp. There are online courses that you can take on thousands of subjects. Check out Udemy.com and see the many free and paid courses available to you. Take a business course to enhance your knowledge at work, or learn a system that will enlighten you on the social media world. Take a course on something fun that you have always wanted to do.

When times are slow, we tend to get ourselves into busy work projects. Things take time but have little or no effect on sales and marketing. Set time aside to make connections that can lead to sales. Get on the iPhone and connect with people. You know who the people are, so make an effort to connect and produce more sales.

Readers are leaders, and there is material that can help you grow and stay engaged in your business. Take time to dive deeper into your trade and industry. Subscribe to an industry magazine and read it. Highlight ideas and information you need to learn or remember for future reference.

Most customers have annual reviews of their significant categories, and things might line up better this year. Maybe the timing was off, or your products and services have improved. Perhaps the profit margins have changed, or the space is now available on the shelf. Whatever the case, it is always good to revisit opportunities even when you have already presented them. Use good judgment here because some products or services are not a good fit, and the first rejection may make sense. Become an expert and use good judgment.

Serve others and solve problems. Create win-win situations and make others happy with the results. Time will come back to you in the form of more sales down the road. It is about opening up a relationship and not just closing a deal. This mindset will serve you well and create business relationships you can trust and enjoy. Work should be fun, and the best way to have some fun is to be with friends. Don’t be a doormat to make others happy but be helpful and accommodating whenever possible.

What do you do when sales and marketing slow down? Everything you can to grow your business. Regardless of economic conditions, there are opportunities out there. Get it done.

Networking is different from selling. It is spending time getting to know new people. Please do not go into it with the mindset of what is in this for me. Go into networking with the simple idea of getting to know people. Business relationships may or may not materialize from networking, but you are putting yourself out there.

Go to an industry event and do not hang out with the people you already know. Spend some time introducing yourself to someone you do not know. Have a conversation and see what happens. Absolutely nothing may come of it, but on the other hand, you may meet your next big client.

When sales and marketing slow down, it is an opportunity to get busy building your future.

How to Take Initiative in Sales & Marketing

Sales growth and marketing success do not happen on their own. It takes the initiative and hard work to build solid business growth and increased sales. Here are some ideas on how we can take action.

Product knowledge

Product knowledge is something you should proactively learn. Have the answers ready for your customer calls. You will be more confident and helpful with buyers who want answers to their questions.

Financial opportunity is critical.

Make sure you present good financial plans that provide competitive advantages. Understand the costs, the suggested retail prices, and profit margins you are offering. Always think win-win and help provide a solid marketing plan from which your customers and clients will benefit.

Invite the experts to help you.

Ask for assistance in preparing presentations. Ask for help understanding the category and competition. Ask a marketing expert or client to join you at the appointment. Do whatever it takes to prepare and execute a compelling sales call.

Uncertainty is your friend.

Realize that no matter how much you prepare, you do not and will not know everything. It is OK to experience something you did not see coming. Uncertainty allows you to engage in conversation, collaboration, and follow-up on opportunities. Customers can turn into friends when you find yourselves solving problems together. Resistance builds strength when handled correctly.

Taking the initiative in sales and marketing is a journey of listening, learning, and growing.

Risk and advance until you get a no.

Move plans forward and initiate progress until someone says no. Sometimes a proactive approach will move mountains. Momentum is created by aggressively pursuing progress. Get busy and do it.

Grow relationships and build trust.

People buy products and services from people they like and trust. They do not care about how much you know until they know how much you care. I read that somewhere, and it stuck with me.

Initiate, motivate and organize yourself with a list.

Whenever I slow down or am unsure what to do next, I write a list. I scan my emails and build a list of things to do. I then go back through and highlight the important stuff I need to start immediately. The initiative helps me focus and takes the edge off my stress level.

Leave a mark and ignite a reaction.

Make your presentation enjoyable, fun, and memorable—Challenge people with fact-based selling, a call to action, and the opportunity to react. Make direct comments on why they should buy and ask engaging questions. Once you get a yes, close the book, thank them and get out of there with a pleasant conversation.

One more great way to initiate sales and marketing

Overbook your calendar with appointments, lunches, and meetings. Some will cancel and say no, and you will be glad you scheduled time with others to keep you moving forward.

To Your Success