How To Be More Valuable To Prospects and Clients During These Crazy Times

Everyone and their mother is telling you to “add more value” right now, but;

I’ve always had a problem with that phrase because I feel that its one of those soundbite phrases where everyone nods their head, and, meanwhile;

Have no f’n clue how to do it!

Let’s change that today!

Here are few ways you can be more valuable to your prospects and clients during this pandemic.

When my wife was diagnosed with breast cancer a friend asked me “How are you doing Paul” I answered in a reflexive way and said “Fine, thanks.” then they asked me;

“Paul, how are you REALLY doing?”

And that’s your first thought;

Genuinely give a sh*t when you ask how someone is doing.

And allow enough time in your meeting, call, Webex, etc to talk about it!

More than ever, you need to be a client/prospect advocate.

There are going to be more requests for extended credit terms, special delivery instructions, temporary waiving of policies, etc.

No one is telling you to give away the store, but YOU are the voice of the client (prospect too) and if you really want to be valuable;

Be prepared to go to bat for them!

Share best practices with them!

My son is in software sales and has been working from home this week.

When he asks how his prospects are doing, he’s been hearing things like;

“Adjusting to this whole work from home thing.”

He responds with empathy and then offers a few ideas on how his team is transitioning.

Is your Chief Financial Officer implementing some good measures that you’re able to share?

Does your client/prospect have a sales team where you could share some of the things you and your team are doing right now?

If appropriate, make someone from your team available to discuss best practices for their department.

People are stuck in the house, how can YOU make it more pleasant?

I’m about to share an alternative to binge watching Netflix;

300 FREE audio sales lessons. Click HERE if you’d like to access them.

I heard, but haven’t verified that there are several full length Broadway musicals for free over on YouTube.

Could you send a PDF with a listing of online fun resources?

Could you send along a fun kit?

Offer a FREE webinar on a timely topic.

Offer additional FREE product training to your clients.

Pick up a phone and simply ask “What can I do to help?”

Introduce people who can help each other at a time like this.

Be a voice of positivity NOT gloom and doom!

Everyone is surrounded by negativity and despair thanks to the news;

What can YOU do to brighten someone’s day?

“Nicky, God’s Got The Point!”

I was stuck over in New Jersey during the 911 attacks.

Once I was able to make it home I bunked in with my two sons and my wife bunked in with my daughter.

My son Nick, who was like 5 at the time asked if we could say a prayer and I agreed.

He asked God to bless everyone in the buildings, their families, their friends, their pets, their neighbors, friends of their neighbors, roommates of their neighbors, and continued on until my oldest (7 at the time) said;

“Nicky, God’s got the point”

We all laughed and then I remembered how good it felt to laugh again!

Please find a way to bring a smile, a laugh, or even a brief respite to those who desperately need it!

Would you like 10 more ideas on how you can add value during these times?

Join us for our webinar, How To Sell During Uncertain Times this Thursday at 11:30 am EST.

Here’s what we’re going to discuss;

10 ways to add value (and be more human) during challenging times.
Two messaging tactics that you’ll need to start utilizing immediately.
5 must have messaging templates for the weeks ahead.
12 things you MUST include in your cadence to “stay top of mind” and overcome obstacles, stalls, and objections.

When?

Thursday, March 26th, from 11:30 am – 12:30 pm EST.

Can’t join us live?

What’s Included?

(1) 60-75 minute webinar

Webinar Replay

(5) Templates

Email Support For Any Webinar Related Questions After The Training

How Much?

$99

Paul Castain's Blog