Spread your prospecting like a COVID-19

The internet allows sellers, selling sandals or owning a shoe shop, to affordably cast their nets wide, and spread like a pandemic. There’s business bloom to be found in this pandemic gloom. This is what those that have migrated online are finding and mining, and that those that haven’t should quit dithering and start discovering….

Continue reading

Prospect and approach buyers differently online

It cannot happen with the seller incessantly calling up up the buyer, sending unending emails or insisting that the buyer should accept the pandemic is here and move on. Prospecting and approaching the online buyer is different from how it is offline.  The offline, traditional, approach offers numerous opportunities for prospecting. Prospecting is the continual…

Continue reading

Will private schools survive covid-19?

Your business could be next. What would you do if you owned a school? It appears private schools are the loudest institution likely to take the Nokia route. Nokia (famously renowned for its global mobile ‘phone dominance) collapsed when technology changed. “They missed the importance of software,” analysts say. “Nokia was, at its heart, a hardware…

Continue reading

Remove friction in the purchase experience

But technology is the simpler half of the story. The complicated half is shifting the thinking of the seller. It may be a sale to the seller but it’s a purchase experience to the buyer. And unless you are a monopoly selling electricity, the latter always triumphs.  The former tends to look inwards and can…

Continue reading

What we learn from online sellers in time of COVID-19

Respect the importance of prospecting, and that the activities that lead to a sale offline are different from that online. Once upon a time there were two ‘stall sellers’. One had a shop right at the entrance of the building that housed them, and the other’s shop was at the end of a dimly lit…

Continue reading

Don’t ‘sell’ in this uncertainty, prospect instead

These happy-go-lucky prospecting sellers are adversely affected now. They are the ones that are most likely to say, “We aren’t selling because people are not buying.” If you don’t prospect you ‘die’. If there was ever a time prospecting was key, it is now. But how do you prospect in these uncertain times we’re in?…

Continue reading