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How to Sell Your Services When the Economy is in Crisis

Written by: Cheryl A. Clausen

Article Overview: One thing you can say about an economic crisis. It sure puts everything in perspective. Unless you’re selling food, water, air, shelter, or utilities all of a sudden you’re a luxury. Guess what gets cut first when the chips are tough, luxuries.

How to Sell Your Services When the Economy is in Crisis

One thing you can say about an economic crisis. It sure puts everything in perspective. Unless you’re selling food, water, air, shelter, or utilities all of a sudden you’re a luxury. Guess what gets cut first when the chips are tough, luxuries.

Things are so tight people are looking at everything and asking, “What can I live without.” Unfortunately, for most land line telephone companies in the U.S. thousands are disconnecting their phone lines. Their customers now view their service as an unnecessary unwanted luxury they are no longer willing to pay for. Yeeouch!

You might think that makes your outlook pretty grim indeed. It could unless you make some adjustments in your approach. Expect to see more business failures in the upcoming months than you’ve seen in years.

So if you’re going to not just survive but thrive you’re going to have to reinvent your services in the perception of your buyers. You need to go back to square on. The first sale you ever made was selling yourself on the value of your service(s).

Well it’s time to resell yourself from a new perspective. That means you need to think about the outcomes you provide through your services in terms of the current crisis your buyers face. Just like always those outcomes must be related to what your prospects want.

No matter what business you’re in or what you’re selling the wants of your buyers have changed, big time. Just a few months ago your buyers viewed a few hundred bucks a month as sofa change. Now a few hundred bucks a month looks like a pot of gold.

You have to discover how to make what you offer relevant to their current circumstances. Just what do your services help the people you work with get? Think about how your services help your ideal buyers overcome their biggest problem or challenge now. In what ways are those challenges impacting your clients in other aspects of their lives?

Then answer for yourself what it’s worth to your clients financially and emotionally to have those problems erased. Now that you’re sold again on what you do you’re ready to start thinking about how you can help clients buy your service. That means three things have to happen for you.

You have to switch from a persuading mindset to an understanding mindset. You have to move from a service focus to a buyer focus. You must prepare for your new sales conversations. Begin that preparation by thinking about why your ideal potential clients should care about what you have to offer.

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Article Tags: big time, business failures, challenges, chips, circumstances, economic crisis, guess, line telephone, luxuries, new perspective, perception, pot of gold, prospects, sofa change, telephone companies, water air



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