The #1 Sales Process Change We Can Keep From the Pandemic
If there is one thing the pandemic taught professional services firms, it is that we can still service our clients as well—if not better—as we did before through the use of technology. The traditional world of business is a lot more adaptable than we previously thought it could be.
Now that over a year has passed and as we enter a new era—where we slowly begin to return to some semblance of normalcy—we reflect on the changes we will continue to use in our sales processes. Here are our thoughts…
The #1 change in the sales process that we can keep from the pandemic is to continue to use technology to our advantage.
Technology has enabled us to continue doing business throughout a pandemic. We have learned and adapted to video conferencing technologies like Zoom and GoToMeeting. We have figured out the best way to provide services from afar, while still cultivating relationships and growing our businesses. Our teams have found creative ways to build comradery and complete projects from their homes or in hybrid offices. Our time has freed up as we eliminate commutes and drives to meetings and events.
The point is, even if we return to some previous healthy business practices, we can continue to develop business and work with clients remotely. For many service professionals—and clients—remote work has made business more efficient and garnered greater work-life balance. Now that people are returning to in-person meetings, we do not need to abandon virtual meetings and their benefits.
At Sebastian Lane Consulting, we always encourage our clients to take a closer look at their sales process and what can make them more efficient. Perhaps, in your case, you will find that meeting leads virtually for the initial call is a lot more effective and efficient. Then, if the initial meeting goes well and you determined they are a qualified prospect, you can meet them in person. Or you may find that you only need to meet in person with clients for important meetings.
Whatever the case may be, remember that the costs and efficiency of your sales processes can be the difference between a competitive edge and a competitive disadvantage. Your sales process is absolutely critical to your profitability.
What changes in the sales process are you planning to keep after the pandemic? We would love to know!
If you have questions about sales processes and using technology to your advantage, call Sebastian Lane Consulting at 443-534-6783 or email us at jesse@sebastianlaneconsulting.com. For ¼ of the cost of an in-house sales manager, we create a proven & repeatable sales process that is tailored to your core values and organization.