Those who can do, do. Those who can't, stand around and complain about it.
Don't get caught up in negative conversations.
|
|
Tough times take tough measures to keep your business viable. During this economic downturn, what steps are you taking to make sure it does not get the best of you? Remember that every dark cloud has a silver lining. See if you can find the positive side in your territory.
It does not take long on any given day to be bombarded with bad news. You wake up, turn on the television or the Internet and someone is telling you bad economic news. On top of that, add all the terrorists attack rumors and let us not forget the anthrax scare. With all of this information, who wants to get out of bed in the morning? Consider the following items before you make a judgement call on your customers.
Information
How good is it? What is the source? Do you have first-hand knowledge? Some people live in misery. How many people do you know that could not find the bright side to any event? Some people, depending on their style, are going to have a hard time coping with all of this negative economic and social news. Adjust your customer visits accordingly. Amiables and Analyticals are going to take more time to see if the economy is turning around before they can make a decision to buy your products or services. It is just their nature. You have to stay the course with these people. Look at it like you are planting seeds. Soon it will be time to harvest the crop. Hopefully that will happen in early 2002. If you are an Achiever, do some hand holding. It is good for you, and your customer might need it right now. Information is only as good as its source. Find out first hand.
Recession ~ What Recession?
That is right folks. Although Mr. Greenspan announced we are in a recession, some industries are in high cotton at the present. Case in point. I was calling on a company in the avionics industry with good prospects before September 11. Needless to say, I was having a hard time reaching my contact after that terrible week. So being the positive upbeat person that I am, I concluded in my mind, why bother? I knew the response, "Everything is on hold." To tell the truth, I did not want to call my customer. It just seemed so cold. I thought my customer would wonder what rock I was hiding under. "Didn't you see what happened September 11?"
Let me tell you what happened. My customer called me and said business was going full tilt. He calls on business and military people. I won two orders from him! This example shows how negative thinking causes lost business. I did not have first-hand information, so I let my mind, which was full of negative sentiment from all the news, get the best of me.
Turnover is Good or Even Great
Listen up! This may be the best time ever to make inroads into your competitors' accounts. How? Well this really is cold, but you competitors' contacts may be gone. That could, in turn, move the decision-making process up the chain of command, which might be a level your competitor has not been contacting. Remember that we always believe in calling high. This may be the best time to put a full-court-press on the competition.
Harvesting the Crop
Times might seem tough, but soon this will be a distant memory. Keep your chin up and get to work. Filter out the negative information and keep prospecting. Soon those crops will come in. Keep planting seeds.
|
