Life in The Lockdown for Tourism for the corona virus
The Corona virus pandemic has brought the travel industry to its knees, compromising most up-close learning about people, places, and cultures abroad. Avid travelers are hunkered down at home—many desperately striving to maintain a healthy balance of awareness and distraction from a news cycle consumed with the virus.
While dashed travel dreams can be disappointing, the impact on the individuals and businesses whose livelihoods depend on people traveling promises to be far more devastating. With museums, monuments, and attractions closed and governmental restrictions placed on travel across the globe, tour guides are likely to be one major casualty of this sharp and sudden industry downturn.
Most tour guides are freelance, hourly workers whose livelihoods depend not only on regular work but also on tips from appreciative tourists. They are unlikely to have paid sick leave, unemployment insurance or any other benefits enjoyed by many salaried workers.
BUT THIS TIME MUST NOT JUST PASS, We have to keep the move, and keep targeting the market.
4 Tips for Selling During The Corona virus Pandemic
1. Look for Buyers Instead of People to “Sell”
There really is a major difference in someone who is a buyer, and someone who is being sold. Don’t get me wrong, I’ve been in sales since 1992 so I am one of those old-school guys who believes anyone can be sold by a great sales person. But, now isn’t the time for that. Now is the time for strategically locating ‘buyers’. What is a buyer? A buyer is someone who is actively looking for, or in real need of your product, service or offering to improve their business, quality of life, or to solve a major problem they have. This approach has less to do with the product, or service, and more to do with WHO you are dealing with. This requires focusing on others and not just yourself.
2. Reevaluate What You Can Do Financially
This one isn’t easy but it is a highly beneficial exercise. In a time like this we all need to take a step back and reevaluate a number of things. For us one thing was around the corporate motives. Are we willing to sacrifice marginal contributions for people to be employed. The answer was and is unanimously “YES”. That meant we needed to become more flexible on pricing our services and look for different ways to provision solutions to be more “in the moment” than usual. Maybe we would ease up on contract lengths and upfront costs for our new clients. Maybe we would issue a few invoice credits at the end of the month in the spirit of partnership to long-term clients. We needed to get creative and attach ourselves to possibility.
In looking at selling our clients products and services for them, maybe we needed to help create more flexible payment models, smaller packages, or provide higher value. I will tell you this, providing higher value is always a good move! You will need to look at this for your own business and see what you can do, but the idea here is that you peel back the onion another layer, see what’s there, get real with what’s important for now, and adjust quickly. Flexibility is key right now. You may even need to find a new product/service that’s more appropriate for the moment and sell it. Liquor companies are manufacturing hand sanitizer to meet that current market need (for many it’s an improvement in taste) and other industries are following along.
3. Connect More during this Corona virus moment
Life in general is all about connecting. That has been challenged at the moment with our “stay-at-home” and “lockdown” orders. People who are normally connecting in numerous ways have been impaired from doing so. Sales is all about connection! So when selling during this time make sure the focus is on connecting authentically. Showing genuine concern and empathy should be at an all-time high.
You may not be able to go visit a prospect or call on an office right now so think of other ways to stay connected to their business. One thing we have done is just pick up the phone and call people. Set up informal check-ins on video conferencing. Do you normally take people out for Happy Hour or drinks in the sales process? Do you normally meet at conventions and conferences? Get creative and recreate those things virtually. I can tell you from our experience with this, people are starving for intimacy and connection right now. We have started doing ZOOM Happy Hours for employees and clients. It’s actually really cool. You may be the only face outside someone’s immediate family they see all week. That’s a massive opportunity to build a long term relationship. Don’t be afraid to be a bit of a foxhole friend, because foxhole friendships work too.
4. Be Patient and Take One Day at A Time during this Corona virus times
The good news is that the Corona virus thing won’t last forever. We will get through this. In sales it’s really easy to become impatient when things aren’t moving as fast as we want or conversion rates dip. Things may be very slow right now but that doesn’t mean we stop working!
This period in sales history requires a heavy game of mental toughness. That toughness means being patient, keeping an optimistic perspective, and continuing to work like a champion. We can’t look too far ahead. We just have to do the next right thing, remaining aware and open to what comes next. We may be forced to change sales cycles, adjust connection rates, and our conversion expectations. The one thing we must remain immovable on is a zero tolerance with negativity. Keep a mindset of greatness!
Times are definitely different, but this isn’t the end. It’s an epic opportunity to evolve, grow and conquer. Don’t stop doing what you do. You just may have to adjust the way you are doing it, or who you are doing it for.
The team at Leading Edge Connections is pulling for each of you, your families, and your businesses to remain uncommonly healthy during these times and beyond. Please know that we are here to support in any way we can.
Stay safe in this Covid-19 pandemic moment, do not feel sorry, but feel safe.
A word from our C.E.O Mr. Hafasha Keneth
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