Sometimes, we need to pivot back to basics as sales professionals when unexpected changes occur. Finding creative ways to connect with people can become more important.
Doing the basics well is what Wayne Vanwyck, author of Pure Selling, calls “The Slight Edge” for success. When circumstances beyond our control occur, making live personal connections can make the difference.
Pivot Back to Basics
Texting, emailing and social media channels are tempting communication tools and they have their place, but the telephone or video call enables an immediacy and intimacy of conversation that other electronic communication cannot replace. And with the increase in remote and hybrid work, a live call can bridge the gap.
We are not suggesting stone-cold calls, but rather warm calls with people who will recognize your name. If you are a salesperson, you know hundreds of people. They may be current or past clients, prospects, friends, or other people you have met in-person or virtually. Anyone you know, even slightly, is a potential warm call and you will be surprised how many people will appreciate the call and remember you for it.
Guidelines for reconnecting with people:
- Make calls not to sell or pitch something, but just to reconnect.
- Emails are not the same – make the phone calls or schedule video calls because you want the personal contact.
- Be prepared to leave a warm voice mail message. A surprising number of people will call you back.
- Be prepared to have a genuine, no agenda, conversation with the person when you call, or when they call you back.
- Often, the person will be grateful you reached out and will bring up a need where you can help.
- If no needs arise, do not push. Just end the call with a simple invitation such as, “let me know when you need anything.”
- From time-to-time you may call again and refresh the relationship.
This is old-school, slight edge business development. Make the pivot back to basics, back to direct, personal connections because it works!