Before COVID-19 hit us in 2020, we had a toolkit of various sales strategies at our disposal. We could meet with potential clients directly over lunch and form a personal connection through bonding and body language. We communicated with potential customers at trade shows and found promising leads at networking events. But now, due to the pandemic, most sales negotiations are happening either over the phone, email, or a Zoom call.
Needless to say, things have changed. As salespeople, we’ve had to try different tactics and step out of our comfort zones. But through the chaos, we’ve gained new skills, become more versatile, and some have managed to thrive despite everything working against us.
Today, we’re giving you the stage to speak your mind on topics that matter in the marketing, sales, and customer service world. What sales tactics worked best for you this year?
Here’s what the experts in the My Creative Mark community had to say:
“Consistency and flexibility around connecting with prospects [was key]. We are all experiencing these strange times differently and have to be understanding.”
— Jared Bernard
Chances are, like Jared, you had to adjust your sales strategy during 2020 and 2021. During unprecedented times such as these, flexibility is key to adjusting effortlessly to the tides. When engaging a potential client, follow Jared’s advice and remain both consistent and flexible in your approach.
LinkedIn Sales Navigator
Jason Bittick, the Sales Director at PDFTron, used LinkedIn Sales Navigator to help him make more sales.
LinkedIn Sales Navigator is a powerful tool that helps you find leads and close deals by focusing on your target client. Using this platform, you can easily connect with individuals and companies who need your service or product. During COVID-19, networking over social media is vital; it’s become a primary source of leads, so we need tools like LinkedIn Sales Navigator more than ever.
Patience and Nurturing
There’s no doubt about it — it’s harder to sell when the economy is in flux due to a global pandemic. However, rather than giving up entirely when prospects seem uninterested, Christian Nahas, the CEO at My Creative Mark, had a different approach:
“Patience and a helpful attitude were key in strengthening relationships during these difficult times. I discovered that nurturing leads is essential to closing deals, with help from HubSpot’s marketing automation and sales tools. This is a tactic that I will keep practicing in 2022.”
— Christian Nahas
Often, making a sale is a long game. Be patient with your client and understand that they are evaluating their own needs and resources. If you’re struggling to keep track of all your leads and pending sales, we recommend using HubSpot’s Marketing Automation and Sales Hub to help you keep your leads organized and up-to-date.
Remember — rather than treating the client as a money sign, treat them as a person and have patience and understanding with them. And of course, don’t forget to be helpful, answering any questions they might have. Through your patience and thoughtful nurturing, you’re sure to make a sale, even in these unprecedented times.
We hope you enjoyed reading about these valuable sales tactics used in 2020 and 2021. Keep in mind that these sales tactics aren’t suddenly dated — you can use them in 2022 and beyond! With the right tools you'll be able to have better results. Book some time on my calendar to learn how you can get higher quality leads and close more deals for your business.
Secondly, we want to thank all the people who contributed their answers to form this blog post. We greatly appreciate the My Creative Mark community, and we hope to hear from more of you in the future.