Customers Are Without a Provider in Every Market—What Does This Mean For You?
At a time when you could shrivel up, shut your doors, and hope for this to blow over, embrace the fact that all businesses are losing customers. You may lose some of your clients due to the simple fact they’re struggling financially, but there is also so much to gain at this time. There are underserved customers who still need a provider. That’s where you come in.
Your competitors are having their own struggles during this time; this could result in one of two things:
- Your competitor’s clients will feel underserved and they will end their partnership
- Your competitors will shut down their business, leaving their clients without a provider
Businesses are going through tough times, leaving customers without a provider in every market. Whether you’re an IT provider or a commercial cleaning company, your business needs to look at this time of turbulence as an opportunity.
One of our commercial roofing clients at Abstrakt Marketing Group has been taking advantage of opportunities during this time and has seen huge success as of lately. Located in Michigan, this partner closed out the month of March with several appointments and even landed a deal while other roofers in their market retracted and shut down.
“You’ll Never Know Unless You Try”
The reality of this situation is that many businesses just lost their provider and need help. Don’t be ashamed to reach out to prospects and don’t be ashamed if you lose clients. It goes back to the old saying, “you’ll never know unless you try.” New prospects have no other way of knowing you can help unless you reach out and start having conversations. You’re very likely to pick up some market share if you reach out and offer your help, so don’t stop selling.
What Actions You Can Take Right Now
Are you feeling in a rut because of the effects that COVID-19 has had on businesses? You’re not alone. But, it’s never too late to realize opportunities are available and to use this time to your advantage.
Start asking yourself important questions, such as:
- How can your business be proactive right now? Instead of thinking about the clients you’re losing, think about the opportunities that are out there. How can you be proactive and start those conversations now? Do you need to start making more phone calls? Sending out more emails? A B2B lead generation partner can help you generate more opportunities during this time. And, the earlier you start talking to companies, the more you can nurture leads, build strong relationships, and convert leads into customers.
- What can your business offer and what value can you add? You may be able to offer something right now that your competitors can’t. If your business is still operating normally, reach out and offer your help. It could have a bigger impact on business than you may realize because they may have a need for something right now and have no idea where to look for a new provider. Any time you have a conversation, try to determine a prospect’s needs and communicate ways you can fill those needs for them.
How can you nurture prospects so they look to you in the future? Even if you talk to a business and you determine that they have no need for your services right now, think of ways you can nurture that relationship. Keep in touch with them regularly so that they look to you in the future. During these uncertain times, it’s hard to say what is going to happen to partnerships (even long-standing ones). Most of the businesses you talk to will need a provider eventually. By increasing top of mind awareness, you can ensure that these prospects look to you in the future, not a competitor.
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