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.

Transcript

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

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2. 87%
   

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3. FLY INS
   

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4. 10K 30K
   BEFORE COVID
   

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5. 10K 30K
   à
   BEFORE COVID DURING COVID
   

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

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

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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
   

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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
   

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

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

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13. What does
    success look like
    for Q3 2021?
    

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

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

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

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17. Community
    1. Assign accountability
    partners.
    

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

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

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

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

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

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

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28. 50%
    

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

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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
    

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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
    

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

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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.
    

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

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

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

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37. F.Y.I.
    

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

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

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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.
    

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

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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?
    

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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
    

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

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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
    

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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
    

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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.
    

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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.
    

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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.
    

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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.
    

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

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

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

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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
    

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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.
    

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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.
    

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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
    

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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
    

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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
    

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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?
    

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

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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.
    

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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
    

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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
    

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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.
    

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72. ?
    

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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
    

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74. Internal Chemistry
    

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75. Like Attracts Like
    

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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
    

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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
    

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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.
    

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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
    

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

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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
    

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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
    

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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
    

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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
    

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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
    

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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
    

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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
    

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89. TEST ME!
    JJonathanRick.comm
    

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