The world has changed drastically over the past few weeks in many ways. While things are moving slower than usual, it’s a great time to reconnect with customers (virtually, of course), educate yourself, and sharpen the skills you’ll be able to use when the freeze starts to thaw.
Start off by reassessing the business impact of the solution you sell. What is your value proposition and why do your clients buy from you? Next, have conversations with your clients to help you build on your answers to these questions. While many clients are stuck working from home right now, you can ask for a virtual meeting (phone or video conference), and survey them on what your solution has done for them. The resulting Business Impact Statements will enable you to differentiate your offering in the not-too-distant future.
In doing this myself, I have been asking clients for an hour of their time, and surveying them on what they like about the Sales Gauge offering. I have to say that the clients I have spoken with so far have really appreciated the call and have been very open to giving me feedback on what they like, what they want more of, what they want less of, and what they want next. The findings so far have been terrific. The top two things they seem to like most are:
eLearning
Hand-on tactical approach
What they are not interested in right now is on-site training – and not just because of the current situation. Many of my clients have geographically-dispersed teams and they just can’t have folks travel easily. With that said, they still want a hands-on tactical approach. This led us to a new idea which has taken the form of Virtual Workshops. We’ve integrated eLearning with interactive live instruction and collaborative breakout sessions to give sales reps an opportunity to practice the concepts with us. The first few tests were not without some technical glitches, but overall they’ve all had really positive outcomes.
At the end of the day, don’t let this interruption in business waste your time. Use it as an opportunity to learn from and connect with your clients, deepen your understanding of how they use your solution and the business impact of it – it may even lead you to a new offering!
To learn more about our Virtual Workshops, give us a call at 781-910-0077 or send us an email at info@sales-gauge.com.