The economy is having considerable changes to the overall landscape of American businesses. We are witnessing a significant drop in the stock market, endured corporate scandal thanks to entities such as Worldcom, Enron and Arthur Andersen. Business and personal bankruptcies are at an all-time high, banks are closing their doors and home foreclosures across American are breaking records. We are scratching our heads and asking what is happening to our economy.

Unemployment, hiring freezes and spending freezes in businesses seem to be commonplace. We are starting to question our stability as human beings. We are becoming more and more apprehensive about the security of our nation. These feelings have clouded our mindset for any individual whether on a personal or business level. It doesn’t matter what industry or geographic area we live in, our behavioral traits are changing. As a business professional, it is evident our customers and clients are more cautious when it comes to making any type of decision. They are weighing their options more closely. The public in general, in my opinion are just sitting back and waiting it out, hoping things will eventually change for the better.

We don’t have much power to alter the situation, but we do control how we react to the current climate. Now, more than ever, we are challenged to rise to the occasion and be the most skilled salespeople possible. We have to be embraced with a distinct advantage of a quality proven product and system for sales.

Trusting the process is of vital importance if we expect to prosper and enjoy success long term. It may be a struggle to reach 5 presentations each day, but the need to do so hasn’t disappeared. Customer expectations have increased and we need to be flexible to meet that demand. Let’s examine what our game plan needs to include:

Consistent prospecting keeps our pipelines full giving us a greater chance to make sales and protect our income streams. Many people in the sales workforce are required to cold-call to set appointments that lends itself well to our Initial Benefit Statement. We simply have to make more contacts during the day to arrange a meeting than the hit and miss process of simply cold calling 100% of the time.

There are many avenues to prospecting, such as postcards or an email campaign. What worked for us in the past probably won’t be sufficient now. Evaluating the process might require increasing We already know that the postcard prospecting system can be productive. We may need to improve our rate of recurrence and the amount. Email prospecting is becoming more and more popular with today’s technology. Be considerate of others, maintain your professional image in your emails and be sure you have a “strong” subject line. Our objective is to receive as few “unsubscribes” as possible. Grabbing the customers attention so they will read your email is as important. Our goal is to “get the order” or “get the appointment”. In the past using one resource to do our business might not be enough today. Use all the tools and resources you possibly can.

Now more than ever the customer is not making quick decisions. Their thought process has been extended. Creating significance in the customer’s mind is vitally important.

The business world is concerned with economic challenges and constantly changing rules. There is only one question we need to ask ourselves in reference to our roles: Is “good enough” really good enough?

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