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Turning the Corner: When and How to Resume Sales Activity After a Crisis

Re-engaging with clients and customers after long periods of store closures, out-of-office emails, and even large employee layoffs and service cuts can be tough. Consider these common questions as you rebuild and reactivate your customer base.

IS IT THE RIGHT TIME? Often, the time to make moves is as soon as you’re capable. As soon as possible, post-crisis (or, in the likely case of COVID-19, mid-crisis recovery) start making detailed plans to not only return to sales conversations or reopen your brick-and-mortar location, but to adjust your activity as needed to regain your previous success and potentially gain market share from your less-prepared competitors.

HOW SHOULD ACTIVITY AND EXPECTATIONS BE ADJUSTED POST-CRISIS? An understanding of your company’s position is vital. Gain insight into what your clients, customers, and employees need from you. For example, a solid ‘Weaknesses’ section of a SWOT analysis will provide you with a plethora of ‘Opportunities’ you can explore, from adapting your physical space to adjusting your processes to thrive in the digital landscape.

HOW CAN YOU ENGAGE DIGITALLY IN AREAS THAT WERE PREVIOUSLY HANDS-ON? Understand the tools that are available to you. Whether it be ‘face-to-face’ video chats, online webinars or podcasts, or amping up your online presence, your options are nearly limitless. Consider your previous sales methods and think big about how you can shift those interactions to a more accessible digital format.

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