When the Going Gets Tough, the Tough Go Shopping
Shop for Contacts and Connections
This is prime time for making contacts and connections through targeted networking and prospecting. Just because business might be slow doesn't mean that there is no business to be had. In fact, you just might find less competition (thanks to downsizing) out there in the marketplace. Remember, even in a down economic period, purchasing still occurs. Many prospects might be unhappy with their current suppliers and looking for better pricing and customer service. Don't get discouraged by the news. Be encouraged that there are new customers out there waiting for you to find them.
Shop for Knowledge
Do you have a little extra time on your hands because business has been slow? Well, instead of dwelling on the negative, sharpen your skills and improve your abilities. Invest in some low cost webinars and teleclasses to upgrade your knowledge base. Take the time to get up to speed on your industry and competitors. And, fine-tune your technology skills to improve your ability to sell and serve your customers.
Shop for Exposure
Rather than complaining about what's not happening with business, develop new ways to increase your exposure within your industry. Research speaking opportunities at upcoming conferences and tradeshows. Offer to write an article for a publication that's read by your customers. Teach a class at the local library or college. The more your name is out there, the more business you'll generate - even when times are tough.
Adrian Miller is the President of Adrian Miller Sales Training, a training and business consulting firm that she founded in 1989, delivering sales-level performance training and executive-level business development consulting for your unique business. A nationally recognized lecturer, she is also a sought-after conference speaker, and an accomplished author of "The Blatant Truth: 50 Ways to Sales Success".
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