Disaster Selling

Have you ever practiced disaster selling? A business downturn can create deeper relationships & enhanced buying opportunities. Here are some ways to be a build deeper business relationships during a recession:

• Empathize. Some of your clients may lose their job. Some companies will suffer. Give grace & practice Business Bedside Manner® during these times.

  
  

• Add Value. Be on the pulse of changes that impact your industry & share. (Monthly webinar, LinkedIn post, 3 bullet email, video, blog post, TikTok video)

  
  

• Start Connecting Now. Communicate with customers about their exact situation. How does this impact them? Open up dialogue about global changes and economy to see how and/or if this will impact them. Don't assume a recession is bad for their business.

  
  

• Be a resource. Can you connect a laid off customer to a new business contact that will help them get a new job? (AKA: create customer loyalty)

  
  

• Keep existing relationship. Do you have contact info for others in the company so you can continue the relationship after your original contact leaves?

  
  

• Pay attention to past trends. Look at industry trends from COVID, 2008 and 2001/2002. What businesses do well during a recession? Start planting seeds now with contacts in those industries so you are on their radar when their buying needs arise. If they don't have to scramble & you're in front, you'll win.

  
  

• Know your contracts. Understand contract nuances that impact your business & proactively develop swaps that are mutually beneficial. Be ready to renegotiate now so you're not blindsided when someone asks you, "Do you have a minute for a quick call?"

  
  

• Back Up Communication. Do you have your customer's LinkedIn info, cell number, or another way to contact them if they suddenly get laid off? Have ways to stay in touch so you can continue the relationship. (Avoid bounce back emails & make it easy for clients to find you.)

Recessions are never fun for anyone. It doesn't always mean doom and gloom for your business. Remember, we're all in this together and practicing empathy and opening up conversations sooner than later will help you build deep business relationships along with potentially find new business.

What other ways are you working through strange economic conditions? Global trade issues and uncertain financial times? Please share your best practices with us anytime by visiting mandigraziano.com or Mandi's LinkedIn or Instagram pages.

Mandi Graziano is a best selling author and founder of Facetime Coaching Company where she trains and coaches sales teams in all industries to shorten their sales cycles, increase their closing ratio and be their best sales selves.

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