During periods of economic uncertainty and financial constraints, the first thing we usually do is tighten our purse strings. We eat out less, shop less, travel less; we even date less.
Why?
Because we want to reduce our costs. We want to save the pennies that we have for the things that we actually need, as against those things that we would love to have.
The same goes for businesses.
During periods of financial constraints, the first thing businesses do is reduce costs to a bare minimum. Presently the most common phrase being bandied around is 'austerity measures'.
But fear not. This doesn't and shouldn't spell doom and gloom for Sales people or Business owners.
A friend of mine who is an executive director of a multi national institution, made the following statement during a conversation a couple of months ago;
"Interestingly, many consultants make their most money during periods of financial constraints. Because they focus less on what they want, and more on what their customers need."
Evaluate your clients' / customers' needs.
Put yourself in his or her shoes and ask yourself the following question;
'What are the necessary things I must do to keep moving forwards?'
By doing this you will be able to think from your customers point of view, and figure out how best you can serve your customers and your prospects.
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