This downturn has made life harder for a lot of businesses. For sales teams, it can be especially challenging as customers become more cautious and are far less inclined to spend. But it’s not all doom and gloom. By employing the right sales strategies, businesses can not only survive, but actually thrive during a downturn.
In this article, we will explore six sales strategies that sales teams can use to navigate their way through a downturn.
1. Focus on your existing customer base
One of the most effective ways to maintain sales during a downturn is to focus on your existing customer base – less land, more expand. Your existing customers are already familiar with your product, and they may be more likely to continue buying from you, even during tough economic times. Make sure your sales team is reaching out to these customers regularly to check in on how things are going with your product.
To build trust and loyalty among your existing customers, your sales reps should be actively engaging with them. This will make it easier to retain your existing customers in the long run.
2. Expand your product or service offering
Expanding your product or service offerings can help you reach new customers and diversify your revenue streams. Look for opportunities to bundle your products or services together or consider branching out into related areas that complement your existing offerings. Your sales team can then focus on promoting these new offerings to both existing and potential customers.
By expanding your product or service offerings, you can also increase the lifetime value of your customers. This means that your customers will be spending more money with your business over time, which can help you weather a downturn in the economy.
3. Use social media to your advantage
Social media can be a powerful tool for sales teams, especially during a downturn when face-to-face meetings may be more difficult. Encourage your sales team to use social media to network with potential and existing customers more and more, share content, and build relationships.
All of your sales team should be actively engaging with potential and existing customers on social media, not just your SDRs. They should be sharing content that is relevant to your customers’ needs and interests, and they should be responding to comments and messages in a timely manner.
4. Focus on value, not price
During a downturn, customers are often more price-sensitive than ever. However, this doesn’t mean you have to resort to discounting your products or services in order to make sales. Instead, focus on the value that your product provides to customers. Make sure your sales team is equipped with the tools and knowledge they need to effectively communicate this value to customers, and highlight the ways in which your product helps customers save money in the long run.
Your sales reps should be able to articulate the unique value proposition of your products or services. They should be able to explain how your offerings can help customers solve their problems and achieve their goals. By focusing on value rather than price, you can differentiate your business from competitors and build long-term relationships with your customers.
5. Streamline your sales processes
In order to be successful during a downturn, your sales team needs to be as efficient as possible. Look for ways to streamline your sales processes, such as by using integrations. This can help your team work more effectively while also freeing up time for them to focus on building relationships with customers.
Your sales reps should be able to focus their time and energy on the activities that generate the most revenue for your business. By streamlining your sales processes, you can reduce the amount of time and resources your team spends on administrative tasks, and increase the amount of time they spend on selling.
6. Stay positive and motivated
It’s important to remember that a positive attitude can go a long way during downturns. Encourage your sales team to stay motivated and focused on their goals, and provide them with the support they need to succeed. Celebrate small victories along the way, and make sure your team knows that their hard work is appreciated.
Your sales reps should be motivated to succeed, even in the face of adversity. They should be encouraged to set goals and track their progress, and they should be recognized for their achievements along the way. By staying positive and motivated, your sales team can overcome any obstacles that come their way.
Why not automate part of the sales cycle?
When you automate your contracts, you don’t just eliminate a lot of the manual work for your team, you can sell more even more quickly. Use the calculator below to find out more about how Oneflow could save you money today.