Hello, everyone! We’re halfway through July, and I’m starting to hear that companies are beginning to allow outside visitors again, which is opening the doors for those who are ready to make personal visits to customers and prospects.

However, many organizations are still very cautious, which requires some creativity on the part of sales professionals. I’ve been working on several sales and marketing articles lately, and I thought I’d use this video to share a few tips that might not make it into the magazines.

• An industry supplier is having “practice” video calls with each of his sales staff to evaluate their background environment and camera angles, as well as taking the opportunity to get everyone more comfortable with making sales calls virtually, rather than in person. It takes some practice to get the camera angle right – gracious knows I still struggle with it.
• Another industry supplier realized his company’s logo was on the sleeves of the sales staff’s shirts – and therefore not visible when he and his team participated in video calls. The supplier ordered new shirts with the logo displayed in the upper left chest area instead.
• And if you’re not in the mood for another video call, what about emails? One company I know began sending weekly emails to its customers to keep them informed about the capacity and readiness of the plant. These emails also served as a marketing tool – each message included information about how the facility shifted to make medical supplies, how its employees were responding to the increased demand and how the company was prepared to continue supporting its customers. Some companies sent out one email or press release – this company sent consistent reminders about its commitment and capabilities.

Whether you call it the “new normal” or just a pain in the rear, we’re all adjusting our ways of doing business. If you have an idea to share with the rest of the industry, let me know and I’ll work it into my next video.

Have a great day, everyone. And, as always, let us know if we can support your businesses in any way.