When was the last time you picked up the phone – and just called a prospect?

Every week we send out an automated email on behalf of a client as a reminder for the class of the day, and every time we get several out of office emails. I would estimate around 45 out of office emails, with about 1500 on our distribution list.

What I’ve noticed over the past few weeks, is that the number of out of office emails has dropped. Obviously, this is industry-specific, some specific industries have furloughed staff, but there are many industries where people are working, perhaps remotely; their vacation plans have been canceled, and they are at work.

What I’ve also noticed is that many of my routine calls are taking longer than usual, we’re spending much more time on small talk because we’re all desperate to connect.

What does this mean?

More people are in the office, especially decision-makers, and they want to talk.

More people are evaluating their goals and taking this time to learn and grow. Financially they may not be in a place to make a significant investment, but they’re open to learning more and lower entry products they can use NOW to fill time in their day.

More people are consuming video products and audio podcasts (not sure about you, but there’s not much left on Netflix that I haven’t watched!).
More people are looking for innovative solutions to their challenges.

Everyone is tired of listening to the overwhelming statistics and barrage of negative news. We all want something positive.

What does this mean to YOU?

Now is the time to pick up the phone. Call your current clients, past clients or prospects, and check-in with them, LEARN from them. What do they know now that they didn’t know before? What do they know they NEED now, that was missing? How can you innovate to fill that gap? And perhaps you don’t need to innovate; they just didn’t know you already offered a solution.

Look at your current course offerings; is there an existing program you can break down into smaller modules at a lower price point (or even complimentary!) to share with your tribe? Can you turn a module into a podcast or YouTube video?

What positive messages can you push out to your followers? How can you help fill their day with inspiring messaging? Offer complimentary group and private calls for new subscribers; my guess is you have a little more time in your day to take on a few calls to get to know your followers better!

Companies that innovate will ALWAYS do well. Listening to your ideal clients will give you beautiful insight into what they need. This is a perfect time, pick up the phone and call!

One final tip – picking up the phone is just part of the challenge. Listening and taking appropriate action is the bigger part. After each call commit to taking some form of action, such as:

Record a YouTube video that addresses that individual’s conce
in a general sense of course.
Forward a resource to the prospect you just connected with that addresses something that you chatted about.
Create a worksheet – all of us are feeling similar in some way or another. What helps one person will likely help another.
Blog (again in a general sense) about what you chatted about.
Set a reminder to follow up!

By Peggy Murrah, Founder of PMA Web Services