By Guest Blogger, Bethany Clarke
Running a business these days is no joke. The global pandemic has put many small businesses into a tailspin. No one’s seen anything like this before and everyone’s talking about “pivoting,” but what does that actually mean? What does a pivot look like for you?
You’re great at running and marketing your business. You’ve got the branding, social media, and your new client funnel down to a science. You’re turning a profit and you can’t believe how far you’ve come since the first days of starting out, but this COVID-19 deal is uncharted territory.
You’re not alone. Sales for many businesses have dropped this month due to the distraction provided by the pandemic, but particularly, due to its associated social distancing practices. Yes, the latter are a matter of national health, but man, are they a pain for conducting in-person sales activities. And, our current world scenario has made all forms of sales and outreach activities far more difficult and far less effective, whether they be in-person, phone, or e-communications ones. That’s why we recommend that your pivot be one that includes relationship building.
What’s the deal with relationships? They will be what sustains you through this crisis and after it is over. By reaching out to potential clients now, you can be certain that you’ll be one of the first people they come to once the crisis has receded. You can establish yourself as a credible, helpful and friendly resource in your field, and even a “thought leader.”
How to make the pivot toward relationship building?
- Establish connections online by devoting a half hour to posting and being present on your social media each day. That’s enough time to reply to comments on your posts or to comment on others’ posts. Always make an effort to do this, especially on Facebook and Instagram since that’s part of the algorithm that drives your posts to the top of people’s feeds.
- Direct message followers who are your dream clients. Now’s the time to reach out and say “hello” and offer to help or provide information they might find particularly beneficial at this point in time. Most people have more free time lately and are craving connections. If you’re making a practice of extending your olive branch now in a very genuine/authentic and heart-felt way, you’ll be remembered by people for helping make this hard time a little easier for them.
- Reach out to people who operate in fields adjacent to yours and who serve the same vertical (target audiences) you’d like to do work for. For instance, if you’re a copywriter, you could connect with someone who does graphic design. In the future, when you meet a client who needs a website re-done, you can provide your client with the copy they need, and then refer them to your colleague who will design their fancy new logo or design their new website. If you help nonprofits with marketing, but there are other firms that don’t compete with you that offer bookkeeping services for nonprofits, then why not try to be referral sources for each other? These referrals can go both ways. People in your identical spaces could be competitors but what if you shifted that perspective? What if you turned them into collaborators or work referral sources? Developing a “referral circle” is an excellent way to broaden and strengthen your network and increase your customer base.
Aside from all the business benefits that come along with establishing and maintaining relationships, having these positive, collaborative, helpful relationships just feels really good right now. In this time of isolation, it’s human and healthy to crave connection with others. Making the pivot toward relationship building in your business will not only make your business stronger, but it may help make you healthier and happier as well.