Just about everything you read lately starts off with some reference to “these uncertain times”.
It’s true, there is so much upheaval. We are facing a global health crisis, a financial crisis and are on the brink of a recession.

But we are not helpless. And I believe in silver linings. Especially for small and medium sized businesses.

While I don’t have all the answers to Covid-19 and the repercussions of the pandemic, I do have a few business solutions. These solutions will help you navigate the recession and sustain your business.

You have heard me say this a lot lately: the world needs you to succeed right now. According to Forbes, you are “the lifeblood of the global economy”. We need small and medium sized businesses to stay in tact. It’s not the larger businesses who are the backbone of the economy. It’s yours.

Ok thanks Mike, but how? For one thing. You need money. And not to oversimplify things here, but to get money, you need to increase sales. Since this economic crisis has begun, entrepreneurs and business owners have asked me what to do as a recession approaches. My first answer is to increase sales. This is vital, now more than ever. You must increase sales in order to sustain your business and come out of the other side of an impending recession.

It’s a sensitive time for everyone, so it may feel a little uncomfortable trying to “get out there and sell”. I get it. You (as do I) pride yourself on maintaining integrity. You also want to keep your business. You may feel a little weird focusing on increasing sales, but you must!.

Furthermore, as a business owner you have an obligation. You are obligated to serve your business community with the best possible products that will serve your customers. Customers are going to turn to small and medium businesses now more than ever, too. So what is the best way to increase sales in a way that allows you to sleep at night?

It’s comforting to me that there is a way to sell with your client and customers’ best interest in mind – and your integrity intact. Phew. The method to use to ensure you increase sales while serving your clients is called Serve Selling. I developed this method when business owners started telling me they didn’t want to “sell” to anyone.

I realized you need to be serving your clients and customers, not selling to them. Now that feels better, doesn’t it? That simple shift in your mindset may just make all the difference.

The method of Serve Selling focuses on persuading, not manipulating. It is based on getting someone to buy because it’s better for them, not you.

Eureka!

Let’s break Serve Selling down:

1. Serve instead of sell – When you have a sales offering, assume the role of a servant versus a salesperson. Take away the fake concern and manipulation. Focus on the real pain points and challenges your customer is facing. Now how does your product help them?
2. Do your research! Prior to your sales call or meeting, research every option for your client and be sure your offering is the best fit for your customers’ unique needs.
3. You need to be convinced. Yes you. You need to be the most convinced that your offering is the best fit for your customer. If you believe it will be of service to them, your communication will be clear, sincere, and well received.
4. You bridge the gap. There is a gap between a customer’s fear and the end result they can obtain through your sale. Make sure you can show them what their benefits will be.
5. Go into your sales as a servant. Tear away the fake concern while actually manipulating them to do what you want.
6. Remember. Selling is not telling. Selling is satisfying your customer.
7. Every time you make a sales call, make it a service call. I am positive your sales will improve.

I am all about getting you resources to help you navigate through these choppy waters we are facing. In light of this I will host a webinar to do a deeper dive into Serve Selling. If you would like to join, I would love to see you there. You may register here: Serve Selling

Also, to revisit this business solution as well as utilize the growing list of downloadable resources, go to The Recession Response. I am adding resources and updates often.

My friends. There will be good days and not so hot days. Just remember – YOU GOT THIS!

Wishing you health and wealth,
Mike

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