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.