So, like many people, I have a habit of finding ways to avoid prospecting. For example: Did you know that there is a website available to create acronym’s from words? It’s nameacronym.net.
The acronym for my name?
A – Awesome
N – Novel
N – Nurturing
E – Energetic
T – Trusting
T – Thriving
E – Earnest
How does this relate to sales? Well, that’s my primary role at my organization and I’m going to explain how each one ties into sales and what I’m feeling and doing, as a salesperson in the day of COVID 19.
Awesome: [Insert eye role here] I have to remind myself daily how awesome a salesperson I really am, because my numbers don’t reflect it. In all seriousness, now is the time to focus on your strengths. Let them shine in new ways! If you’re not afraid of public speaking, create a video business card or education videos for your prospects and put them out there. If you’re analytical, create a white paper that helps your prospects during COVID.
Novel: I like to think I’m unusual in an interesting way. I actually gave myself the title “Unicorn Banker” at one time because I’m a little out there and love to bring up solutions that customers and prospects never thought of. (And, I love glitter and unicorns.) COVID is the time to try new and unusual methods of connecting with your prospects. Always be yourself! There are plenty of people that will appreciate your approach.
Nurturing: I don’t know about you, but I am spending A LOT more time with my kids and husband. Now, I wouldn’t call myself nurturing in an obvious way, but I’m stretching myself to be more understanding with my family and aware of my own feelings. I’m also using this time to nurture relationships with existing customers because of the Pareto Principle.
Energetic: Not! I know. I really should get more exercise. I see it in every self-care article, post, or blog out there. That being said, like many of you, I get energy from great sales calls and closing deals. If I’m not calling or prospecting, that’s not going to happen. So, I pick up the phone, or send that customized email, and just go for it!
Trusting: Full transparency – I’m a person of faith. And I believe that God will take care of me. That doesn’t mean I can sit back and not work hard in my role. Even if you don’t share that faith, trust in your skills. Trust in your activity. Trust that you can adapt. And – maybe – trust that your employer is willing to have a bit of grace in these unprecedented (Yes – I used that word!) times.
Thriving: I wouldn’t say I’m “thriving,” but I keep moving forward. My girth may be growing, and my plants may be thriving because I see them every day, but this is where I’m going to give myself a bit of grace. There is so much noise about all you can accomplish with all the free time COVID has provided, but don’t feel bad if you have to focus on just a few things at a time. According to the EOS®, you should limit your rocks (goals/issues) to three to seven, preferably closer to three, a quarter. (I’ve seen many other sales experts that say the same thing in different terms.) Plan your personal and sales life that way.
Earnest: One of my CliftonStrengths is Focus. I can get pretty intense when I’m focused on a task or project. This can be great, being a Doer, but it can be dangerous for anyone who interrupts me when I’m in the middle of something. I am also passionate about what I do. And, that’s okay. Not everyone can be a Unicorn Banker. I haven’t let COVID kill that. Are you passionate, or earnest, about selling?
Remember your “Why?” Why do you love sales? Why do you believe in your product? Why do we let excuses, distractions, or COVID pull us away from our “Why?”
Now, I have to get back to prospecting. I’ve gone down a deep enough rabbit hole. I have SO many great organizations to connect with, that I can provide solutions for – if they need them!
Annette Wanchena
