COVID-19 has taken a massive toll on many businesses across the world and it’s changing the way we sell. Some of the hardest-hit industries include restaurants, bars, retail stores, dry cleaners, and hotels, which are the types of businesses that many FlashBanc Sales Agents would like to have as clients. Adapting to this world-wide crisis means adopting a long-term view of building relationships with clients and toning down your sales pitch.
Build a Relationship First and Do Your Pitch Later
During this incredibly tough time, many businesses are overwhelmed and don’t have time to think about adopting a new payment system. For some businesses, they are putting all of their efforts into simply keeping their doors open, so they aren’t in a good position to hear your sales pitch or perhaps even respond to your messages or calls. Being overly aggressive and pushing to get a meeting with struggling companies won’t have good outcomes for you or their business.
If you sense that a company is too busy to listen to your pitch, consider pulling back and focusing simply on building a relationship with them. Reach out to a prospect via email and introduce yourself without leading with your usual sales pitch. Let them know that you’re aware they might be too busy to learn about FlashBanc’s payment solutions right now, but you’re here to help if they are looking for ways to save time and money. You can also mention FlashBanc’s Merchant Cash Advance Program as an option to help them through this financial crisis.
There’s a chance that your prospect will respond and say they’re not interested at the moment, but might be interested in the future once things calm down. In this case, you should follow-up with your prospect regularly to check-in and see if anything has changed or if there’s anything you can do to help them. Make sure that when you check-in with them, you’re not presenting your normal sales pitch. During a pandemic, it’s important to present your message softly. Instead of saying, ‘FlashBanc has the perfect payment solution for you and I’d like to send you a proposal to look over,’ consider saying, ‘I know you must be incredibly busy right now, but I wanted to reach out to see if there’s anything I can help your company with.’
Conversely, your prospect might respond and say they’re very interested in learning about FlashBanc’s payment solutions because they’re actively looking for ways to save money. In this case, you can go ahead and do your sales pitch. Make sure to emphasize the incredible savings they’ll receive on credit card processing fees, the wholesale pricing on FlashBanc payment devices, our loyalty programs designed to keep customers coming back for more, and our contactless payment solutions designed for the pandemic. It’s important to carefully tailor your pitch to emphasize the cost-effectiveness of FlashBanc’s payment solutions.
Need Some Help?
The COVID-19 pandemic is uncharted territory for everyone, so make sure to be patient with yourself while working to adapt your sales techniques to this new world. Remember that the entire FlashBanc team is here to help you, so please reach out to your Sales Director for assistance if needed. We’re all in this together!