Upgrade to Pro — share decks privately, control downloads, hide ads and more …

Sales After Covid: How to Sell in a Post-Pandemic World

Sales After Covid: How to Sell in a Post-Pandemic World

Covid-19 has dramatically expanded the number and diversity of your customers. Whereas previously you had to wine and dine a decisionmaker, now you can cultivate anyone through a laptop in your house.

Let me put the point this way: In the Before Times, you drove to and from a lunch meeting. In the After Times, you can do a call from your couch. You can now ask 4 people for 15 minutes rather than 1 person for an hour.
 
In the Before Times, people were reluctant to meet with you in person. By contrast, a virtual meeting is less of a commitment.

Let me be clear: This is a good thing. These quick consults allow you to better qualify your leads. That way, you can save your belly-to-belly interactions for folks who actually want to see you.

In short, the Covid Effect is not only broad; it’s also beneficial.

Jonathan Rick
PRO

May 23, 2021
Tweet

More Decks by Jonathan Rick

Other Decks in Business

Transcript

  1. SALES AFTER COVID:
    HOW TO SELL
    IN A POST-
    PANDEMIC
    WORLD

    View Slide

  2. 87%

    View Slide

  3. FLY INS

    View Slide

  4. 10K 30K
    BEFORE COVID

    View Slide

  5. 10K 30K
    à
    BEFORE COVID DURING COVID

    View Slide

  6. 1. The Traits of a Post-Covid Salesman
    4 TOPICS

    View Slide

  7. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    4 TOPICS

    View Slide

  8. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4 TOPICS

    View Slide

  9. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro
    4 TOPICS

    View Slide

  10. 1. The Traits of a Post-Covid Salesman
    2. Trait 1: He Aligns Expectations

    View Slide

  11. View Slide

  12. 1. The Traits of a Post-Covid Salesman
    2. Trait #2: He Establishes a Strategy

    View Slide

  13. What does
    success look like
    for Q3 2021?

    View Slide

  14. What Does Success
    Look Like?
    1. Keep your strategy short.

    View Slide

  15. What Does Success
    Look Like?
    1. Keep your strategy short.
    2. Socialize the strategy.

    View Slide

  16. 1. The Traits of a Post-Covid Salesman
    2. Trait #3: He Creates Community

    View Slide

  17. Community
    1. Assign accountability
    partners.

    View Slide

  18. Community
    1. Assign accountability
    partners.
    2. Schedule check-ins.

    View Slide

  19. Community
    1. Assign accountability
    partners.
    2. Schedule check-ins.
    3. Share knowledge.

    View Slide

  20. Community
    1. Assign accountability
    partners.
    2. Schedule check-ins.
    3. Share knowledge.
    4. Celebrate.

    View Slide

  21. 1. The Traits of a Post-Covid Salesman
    2. Trait #4: He Embraces Technology

    View Slide

  22. View Slide

  23. 1. The Traits of a Post-Covid Salesman
    2. Trait #5: He’s Empathetic

    View Slide

  24. View Slide

  25. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email

    View Slide

  26. View Slide

  27. View Slide

  28. 50%

    View Slide

  29. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. Tactic #1: Exploit the Subject Line

    View Slide

  30. Forgettable
    Proposal for
    Vandelay Industries
    Memorable
    Let’s Cut Costs
    by Automating
    Vandelay’s Work-
    flow Processes
    Above Average
    Our Proposal for
    Vandelay’s Accounts-
    Payable Department

    View Slide

  31. You Get the
    Following Email
    ISO: Producer
    of Chemical
    Packaging
    A Pro Replies
    This Way
    We Want to Be
    Your New Producer
    of Chemical
    Packages!
    Everybody
    Replies This Way
    RE: ISO: Producer
    of Chemical
    Packaging

    View Slide

  32. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. Tactic #2: Tell People About Yourself

    View Slide

  33. Get Rejected
    I understand you’re looking
    for a container company.
    That’s us! Here’s our website.
    Get Hired
    I understand you’re looking
    for a container company. That’s us!
    Founded in 1979, PackGen is the
    leader in composite, pop-up-style,
    packaging containers. We work with
    everyone from chemical producers
    to catalyst providers, from refineries
    to food processors. We’re known
    for innovative design and long-
    lasting quality.
    For more info, check out our website.

    View Slide

  34. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. Tactic #3: Follow-up Strategically

    View Slide

  35. The 2 “R”s
    of Following-Up
    1. Recognize that your
    prospect is busy.

    View Slide

  36. The 2 “R”s
    of Following-Up
    1. Recognize that your
    recipient is busy.
    2. Recap, in one sentence,
    what you need.

    View Slide

  37. F.Y.I.

    View Slide

  38. F.Y.I. Follow-Ups
    1. Connect with them
    on LinkedIn.

    View Slide

  39. F.Y.I. Follow-Ups
    1. Connect with them
    on LinkedIn.
    2. Send them an article that’s
    relevant to the industry.

    View Slide

  40. F.Y.I. Follow-Ups
    1. Connect with them
    on LinkedIn.
    2. Send them an article that’s
    relevant to the industry.
    3. Compliment a blog post
    their company recently
    published.

    View Slide

  41. F.Y.I. Follow-Ups
    4. Share something
    noteworthy that one
    of your other clients did.

    View Slide

  42. F.Y.I. Follow-Ups
    4. Share something
    noteworthy that one
    of your other clients did.
    5. Ask if they’ve seen
    something that one of their
    competitors is doing?

    View Slide

  43. Checking-in.
    Touching base.
    Circling back.
    Not sure if you got my last email?
    I suspect you’re still reviewing
    proposals. Please don’t hesitate
    to let me know if there’s any
    additional info I can provide.
    I’m so excited about this project,
    I thought I’d see if you had an
    E.T.A. for the kickoff?
    Sorry to nag you; just want to stay on
    your radar. When the time is right,
    I’m ready to re-engage.
    Most People
    Do This
    Smart People
    Do This

    View Slide

  44. 7
    1

    View Slide

  45. 14
    1

    View Slide

  46. 28
    1
    14

    View Slide

  47. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. A Case Study

    View Slide

  48. Hi guys, Anyone know someone who
    can put together (script, shoot, and
    edit) a two-minute video in the next
    two weeks? Budget is $12K. Thanks
    a lot.
    Inquiry

    View Slide

  49. Reply #1
    My firm probably could do this. If
    you’d like to chatI’m at (212) 586-
    3434. Website is http://RickBarr
    Properties.com

    View Slide

  50. Reply #2
    Kenny Bania told me you’re looking
    for a video. Short turnarounds are
    rarely a problem (although I do
    have a video for another client this
    weekend). Would love to know
    more, though.

    View Slide

  51. Reply #3
    Ruthie Cohen emailed me that you
    may need a short video project.
    I am Tim Whatley from
    Videographers to the Stars. Let me
    know if we can help. Our demo reel
    is at http://VtotheStars.com/reel.

    View Slide

  52. Reply #4
    Hey Leo, Wanted to introduce you
    to Jonathan Rick. He is currently
    looking for a production team to
    help him with a video that needs to
    be wrapped in the next two weeks.
    The budget is also fixed at $12K.
    Jonathan can fill you in on the rest.
    Hopefully you two can figure
    something out.

    View Slide

  53. Reply #5
    I can suggest an utterly brilliant
    award-winning filmmaker and
    producer. He turns things around
    quickly, offers ridiculously affordable
    rates, and has won numerous
    awards. Unfortunately, he’s booked
    up for the next month —but I’d be
    happy to introduce you if you think
    you’ll have work beyond the project
    below.

    View Slide

  54. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. Tactic #4: Develop a Newsletter

    View Slide

  55. Content for
    Your Newsletter
    ► Service
    ► Client
    ► Paper

    View Slide

  56. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call

    View Slide

  57. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tactic #1: Give People a Choice

    View Slide

  58. View Slide

  59. I’ll have my webcam on, but don’t
    feel obligated to do so on your end.
    In fact, I’m including in the invite
    a number you can call using only
    your phone.

    View Slide

  60. I’ll have my webcam on, but don’t
    feel obligated to do so on your end.
    In fact, I’m including in the invite
    a number you can call using only
    your phone.

    View Slide

  61. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tactic #2: Dress for Success

    View Slide

  62. View Slide

  63. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tip #3: Get a Headset

    View Slide

  64. View Slide

  65. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tip #4: Send an Invite

    View Slide

  66. Most People
    Do This
    Do you have time for a call?
    Smart People
    Do This
    Do you have time for a 15-minute
    call?

    View Slide

  67. Most People
    Do This
    What time works for you?
    Smart People
    Do This
    Do any of these times work for you?

    View Slide

  68. Most People
    Do This
    I’m available at 1:15 PM
    and 4:30 PM.
    Smart People
    Do This
    I’m available between 1 – 1:30
    PM and 4:30 – 5:30 PM.

    View Slide

  69. What Most
    People Do
    Microsoft Teams
    What Smart
    People Do
    390200624808,,
    380169853# //
    https://teams.microsoft.
    com/l/meetup-join/
    19%3ameeting_N2JkM
    DdhZmUtMjg2NC00N
    mM4LWI1MjktNTFhN
    2I3ZTdiNTZm
    What Very Smart
    People Do
    390-200-624-808,,
    380-169-853# //
    https://teams.microsoft.
    com/l/meetup-join/
    19%3ameeting_N2JkM
    DdhZmUtMjg2NC00N
    mM4LWI1MjktNTFhN
    2I3ZTdiNTZm

    View Slide

  70. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tip #5: Make Small Chat

    View Slide

  71. What a Prospect
    Says
    Good. How are you?
    How a Salesman
    Should Respond
    Pretty great. I just got back from
    a weekend of hiking with my sons
    — it’s one of our annual summer
    traditions.

    View Slide

  72. ?

    View Slide

  73. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. Tip #6: When You’re Part of a Team

    View Slide

  74. Internal Chemistry

    View Slide

  75. Like Attracts Like

    View Slide

  76. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro

    View Slide

  77. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro
    5. Secret #1: Explain Why You’re Different

    View Slide

  78. PackGen has earned our reputation
    for innovation and dependability. For example,
    we were the first manufacturer to offer a Semi-
    Rigid, Self-Standing, Pop-Up-Style Intermediate
    Bulk Container to ship hazardous waste
    materials. We strive to deliver superior quality
    products, to continually add value for our
    customers, and to uphold the core principles
    that have kept us strong since 1979.

    View Slide

  79. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro
    5. Secret #2: Offer Free Advice

    View Slide

  80. View Slide

  81. Get Rejected
    Stop leading with your services.
    Get Hired
    Start leading to your services.

    View Slide

  82. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro
    5. Secret #3: Tailor It

    View Slide

  83. Get Rejected
    11 Myths and 11 Maxims Every
    Professional Should Know
    About Business Writing
    Get Hired
    11 Myths and 11 Maxims Every
    Manufacturer Should Know
    About Business Writing

    View Slide

  84. 1. The Traits of a Post-Covid Salesman
    2. How to Sell via Email
    3. How to Sell via a Video Call
    4. How to Sell Like a Pro
    5. You Decide

    View Slide

  85. Jonathan
    Given your attendance at our recent webinar,
    I’d value what you think about the midterms’
    policy implications.
    BGOV is a resource that delivers intelligence
    on legislative issues. We’re helping professionals
    like you track the ever-changing legislative
    agenda, committee makeups, and the lame-duck
    session.
    When do you have 30 minutes in the next two
    weeks?
    Best regards,
    Jacopo Peterman
    PITCH #1

    View Slide

  86. Jonathan, Would 2 free hours of tech support
    come in handy? We help local businesses
    with technology. If you have any computer
    headaches right now, I’d like the opportunity
    to show you what we can do.
    PITCH #2

    View Slide

  87. Hi Jonathan,
    Over the last 11 years, we’ve partnered with an
    array of firms and agencies on their clients’ video
    initiatives. From technology to healthcare, from
    the Fortune 500 to government entities, we’ve
    delivered T.V. ads, YouTube spots, documentaries,
    interviews, reels, and more.
    I was hoping my organization could share how
    we’ve helped in these different capacities, so that
    when your next need for video arises, you have
    a partner you can reach out to.
    Do you have some time in the next month, so that
    a couple members of our leadership team could
    come in and present to your team? Let us know
    when and we’ll make it happen.
    PITCH #3

    View Slide

  88. Jonathan,
    I just saw your ad in Politico today, so I thought
    I'd reach out to see if you’d be interested in
    a quick phone call. My firm, Kramerica Industries,
    was founded by a former writer for the Wall Street
    Journal, and we specialize in writing and placing
    op-eds on policy issues.
    We currently work with over 30 Fortune 500
    companies and many top trade groups in the U.S.
    And I think our op-ed services could be very
    effective at branding your spokespeople as
    thought leaders in diagnostics — and promoting
    your technologies and research.
    Is there any chance you might be interested
    in getting together in the next week or so?
    Best,
    Darin
    PITCH #4

    View Slide

  89. TEST ME!
    JJonathanRick.comm

    View Slide