We’ve been deep in the mindset work over in my FB conmunity lately, so I wanted to switch gears and talk some serious COVID biz strategy with you this week.
The good news is that as a sales coach, I’m behind-the-scenes in A LOT of businesses. And at this point, I have 3-4 weeks worth of data about what’s still working, what’s not working, and what needs pivoting when it comes to business and sales strategy.
The even better news is that my clients and I are still out there making sales and growing our businesses, so I know what’s possible during a time when life seems to have screeched to a halt.
So below, I’m sharing the biz strategy I see working really really well right now. And since you know I’m not about the cookie-cutter formulas, I’m also sharing how you can apply these strategies to YOUR particular business.
COVID BIZ STRATEGY #1
Biz Strategy: Evaluate/refine your messages and your offers
To be clear, I’m NOT talking about burning everything to the ground in your business. Please do not do that. What I want you to do instead is take a look at your current messaging and offers – do they speak to our current times and your people’s current pain points?
If not, how can you tweak your messaging to speak to what’s happening and your offers to serve your people’s specific pain points?
Here’s an example of what I mean – for my health coaching clients, we’re adjusting their messaging to speak to people’s changing health and fitness needs with gyms closing and people being stuck at home. We’ve also added components to their offers that help their clients get creative and use what they currently have to reach their fitness goals.
We didn’t discard or massively changing anything – just smart strategic tweaks to their messaging and offers.
How to Apply This to YOUR Biz:
Talk to your people about what they’re feeling and what they’re needing right now (market research). Consider how you can add a layer of personalization to your current offers. Look for the gaps in your industry right now (I promise you, there are plenty!). Brainstorm ways you can adjust your offerings to fill those gaps (innovation).
COVID BIZ STRATEGY #2
Biz Strategy: Get consistent with a visibility strategy each week
Don’t let the simplicity of this strategy fool you – visibility is literally more important than ever right now. Your people need to see you, they need to hear from you, they need to be reassured by you.
I’m here to tell you that people are still buying, but they’re buying from the people they see in front of them. They’re buying from the people they see adapting and showing up. They’re buying from the people serving their most pressing needs right now.
Safety and certainty are the things us humans are craving right now – in many contexts of our lives. And we create that safety and certainty within our potential buyers by continuing to show up, market, connect, and give value.
How to Apply This to YOUR Biz:
When I say consistent visibility strategy, I’m referring to YOUR version, of this. Because Lord knows a lot of my clients have very different schedules than they did last month. So there’s no right or wrong way here, except to make sure you’re still showing up in a way that works for you.
For example, my clients with kids at home are adjusting their work hours, so they can still put out content regularly. Other clients with shared work spaces are recording audio trainings for their communities instead of Live Streams. And still other clients are tweaking and re-purposing old content so they still stay visible even if they can’t work much right now.
Adjust your visibility strategy to do it your way, but find creative ways to consistently get in front of your audience right now.
COVID BIZ STRATEGY #3
Biz Strategy: Continue selling and buying
Here’s an undeniable truth – what we do as sellers and consumers in this industry will affect this industry. I don’t say this to scare you or be a source of fear-mongering, but I do say it as a thought leader in this industry (and someone who’s been around long enough to see this industry trend and evolve).
More specifically, our industry is its own micro-economy and has been for several years. And like other economies, what we see some people doing affects what we do, what the people watching us do, and so on and so on. I mean, toilet paper is a great example of this, right? Toilet paper only became scarce and in high-demand because a group of people initially got scared and started buying it all up and then others followed.
So if we hold back from selling, or we slash our prices, or we shutter our doors – it will affect our industry. (Not to mention, people that need what you have won’t have access to it.)
If we want to see this industry continue to grow and scale (and therefore continue to grow and scale our own businesses), we need pivot and adapt, not discount and avoid.
How to Apply This to YOUR Biz:
With all that said, you’re still the steward of your personal finances and know what makes the most sense for your budget. Honor that. You’re still the CEO of your business and the decision-maker about what to offer and for how much. Honor that too. Just make sure you’re doing both from a place of intentionality and not a place of fear or scurrying.
Now I’d love to hear from YOU – what are you saying or offering in your business in response to the changing needs of your people? Or, what new pain points are you noticing in your industry?
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