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  • Dave Frost

Post-Pandemic Sales Pipeline Management!


Pre-quarantine pitches and campaigns won’t appeal to prospects who are cost-sensitive and hesitant to buy. Buying journeys have changed. And more and more people are embracing online transactions and virtual business.


Instead of waiting on a return to normal, we all need to adapt. The last pandemic lasted 2 years. And if we hope to keep our pipelines full, we need to start making changes now. Today, we’ll look at Do’s and Don’ts of post-pandemic sales pipeline management.

Do: Update your messaging


You don’t have to change your entire marketing strategy as we wait for the return of pre-covid business environments.

However, you do need to change the tone of your content to reflect the times.

Nike is a good example of a corporation that quickly responded to the need for change. Not only did they didpleadge more then $15 million to address problems associated with COVID-19, but its marketing copy took a socially conscientious turn by encouraging people to "play inside"

People are seeking information. They want to feel safe. Everything you share needs to be positioned to acknowledge everyone’s uncertainty.

Everything your company says to buyers should make them feel supported and understood.


Don’t: Ignore the power of language, words, and context


Language is powerful. Choosing your words wisely can pay off in goodwill and positive feedback. Be cautious when pushing out any messages to your audience, whether they’re email drip campaigns or standard Facebook posts.


Note that some language simply doesn’t apply to the current climate.


For example, words like “killer” and phrases like “to die for” are insensitive to the death toll of the coronavirus, and “viral” and “contagious” should be reserved for health content only.

Avoid words that could be potentially harmful, and keep in mind that just because something doesn’t bother you, doesn’t mean it’s ok. Have as many different kinds of people read your messaging as possible before you send it out to make sure you’re not going to create a PR nightmare for yourself.


Do: Continue marketing

You may want to cut back on your marketing budget, and that could make fiscal sense. But don’t hinder your own results in the long term by stopping it altogether.

Most marketing initiatives require time (and financial fuel) to gain traction, which means you’ll need a bit of runway to see results. Saving a few dollars now by completely halting marketing will hurt you down the line.


Not sure how to operate on a significantly reduced budget?

Consider the power of organic marketing, particularly on social media. Now is a terrific time to build your following, connect with consumers and business partners, reshare articles, and stay visible.


Make consistent LinkedIn contributions to increase credibility and awareness; it will help you maintain your brand’s presence without eating up a large portion of your resources.


Don’t: Forget about SEO


As part of your Sales and Marketing overhaul, be aware that you may need to alter your SEO strategy.


For instance, the relevant search keywords that people used before COVID-19 might not connect to their buying intent or behaviours anymore.


How do you know if your older SEO efforts aren’t working?

Check your analytics. See which pages performed well in early 2020 and compare them to today. Then decide if this is a temporary or long-term reaction. You may not need to make any changes, but it’s good to know how you’re performing.


Do: Double your efforts


Selling is difficult right now, but many companies and industries are thriving. That should give you a surge of hope.

Find prospects you can genuinely help and who have the resources to invest in your services or products. Getting their attention might require additional effort, but now is the time to pull out all the stops.


Working hard now can help you meet your marketing and sales goals for the rest of the year. And if you can legitimately help that company reach their goals in a hard time, that will win you loyal customers and powerful case studies.


Don’t: Submit to burnout


If revising your operations seems to take up all your time, give yourself and your team a break. Don’t add to the stress and anxiety your employees are already likely dealing with.


Encourage everyone to focus on productivity within healthy boundaries, and meet with your direct reports regularly to ensure they’re not overexerting themselves.


Be sure to follow the same advice. Monitor your moods and energy levels, and resist the urge to work 24/7. Here is some very old news: exercise every day is really important!


Now is the time to update your sales and marketing pipeline. If you’re banking on a widespread return to in-person meetings and conferences anytime soon, you’re putting yourself and your business at risk.

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©2019 by david frost marketing