• Posted On Tuesday, March 17, 2020 by Evan Lamolinara


    Each day has brought new information on the coronavirus or COVID-19. It has created fear, chaos and uncertainty. As sales and marketing professionals, we know that this combination can bring a halt to your business. But it can also generate new relationships and opportunities. That’s what we’re going to focus on today.

    Work from Home

    Many sales and marketing professionals are already custom to working from home. It takes discipline, organization and your own personal drive for success. Let’s take a moment to put a couple helpful hits to work.

    1. The night before, make a list of what you want to accomplish the following day. This can include calling efforts, email messages, follow up calls / proposals.
    2. Schedule breaks in between. When you accomplish a project, reward yourself with going outside for some fresh air, spring cleaning the yard or talking to a colleague on the phone. Remember, don’t watch TV. It’ll be distracting and difficult to get back to work.
    3. Make a goal of how many contacts you will talk to today, and with what result.

    I’m sure most of you do these three tips, however, when the environment changes, so does our habits. It’s important to be diligent so you never miss a beat.


    Calling Efforts

    This is a good opportunity to get on the phone and make some prospecting phone calls. If you haven’t had a chance to call lately, then let’s make your time as productive as possible. We all know how discouraging cold calling can be, and now add the coronavirus news… it can be even more challenging.

    Let’s make your time productive. Knowing where projects are occurring is where you want to focus your time. If you don’t know where all the opportunities are within your territory, SalesLeads can help.

    Our researchers do the challenging work of uncovering business expansions, capital projects, relocations or renovations. We report them to you in real time. These are called Project Reports. You’ll get all the information you need including a summary of the project, along with project contact names, titles, phone and email. There’s lots more information, view it for yourself by opening a free account.

    This will allow you to focus your energies on accounts that will be entering buying mode for a variety of equipment, products or services.


    eMail is Key

    Depending on who you’re selling or marketing to, they may or may not be in the office. But one thing is for certain…Everyone checks their email, be it on the computer, laptop, tablet or mobile phone. This is why it’s important to craft a strong, personalized message. It doesn’t need to be paragraphs. Get to the point that you understand that they have a project in process. Give them valid business reasons on how it can help or improve their facility or operations. Give them your mobile phone so they can contact you quickly and personally.  

    With all of the technologies of today, you have a variety of resources to communicate. You can communicate face to face with Skype, Zoom, WhatsApp, Line or even Facetime. Each of these are popular in different parts of the World. All of these are great for the U.S., WhatsApp is popular in Europe and Line is most often used in Asia.


    Now Track Prospects for Key News

    You’ve called and now emailed the contacts from the Project Report. You may or may not have connected, but you still have one more step before you move on to the next project. Automatically track the news that pertains to key topics.

    For instance, you called X company that has an identified expansion project. You wonder if there’s more coming up. You can track the company for ‘business expansion’, funding activity, M&A activities or a list of other topics. You will only get the news based on your selection…not everything. When the news comes up, now you have another reason to call and position your products and services.


    Wow, that was a productive day calling on Project Reports. You’re able to continue building your business, and you never came out of your sweat pants. Nice.

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