InTents December 2020/January 2021 - 42

business | management

Communicate more
than you think you
should about the ways
you are adhering
to all possible
safety protocols.

Let your clients or customers know
you are in this to help them. Remember
that just as your vendors have a vested
interest in your survival, so do your
customers. They don't want you to fail.
They want you to remain in business
beyond COVID-19 to be able to take care
of their warranties and guarantees, to
be their vendor, to have access to your
goods and services long after this crisis
has passed.
Your customers are watching and
the more they see you out there with
a positive and reassuring message, the
more reassured they will feel.

Fundamental #3:
Adapt your sales process
If your sales process has traditionally
been high on in-person interaction, you
have to embrace a new reality. Virtual
consultations and remote selling are
here because people are afraid of or are
prohibited from in-person interactions.
But these ways of doing business are
not a passing fad.
As younger Millennials and members
of Gen Z start to age into your core
demographic, their buying and sales
process expectations will be heavily
virtual and contactless. Catch the wave
now so you can turn the ϐlow of sales on
in your own business immediately and
so you can master this new modality far
ahead of the curve.

Fundamental #4:
Go for the long moneyplay
in your business

IFAI provides access to
cutting-edge industry
information-but to me,
the connection it creates
with other industry
people is even
more important.

MELYNDA NORMAN-LEE
Event project manager,
J J L Events Inc.
member since 2003

Connect with Melynda and
industry experts like her.

Join today
IFAI.com/membership

42 intents

1220IT_36_CV4.indd 42

This is a perfect moment to increase
your sphere of inϐluence, grow your
business-to-business network and
expand your list of referral partners.
Business owners everywhere are
facing the same realities you are facing.
Create your list of the top 10 companies
in your market that you would love
to do business with and build those
relationships. Relationships forged in
times of crisis are welded with stronger
steel, and owners are more likely to
respond to a new connection, if made in
the right way, in this phase while they,
too, are adjusting to a new normal.

Fundamental #5:
Address safety concerns
While not everyone is terriϐied of
the coronavirus, those who are need
reassurance. Communicate more than
you think you should about the ways
you are adhering to all possible safety
protocols. Customers don't know
what actions you are taking to protect

dec 2020-jan 2021

11/19/20 4:00 PM



http://www.IFAI.com/membership

InTents December 2020/January 2021

Table of Contents for the Digital Edition of InTents December 2020/January 2021

InTents December 2020/January 2021 - Cover1
InTents December 2020/January 2021 - Cover2
InTents December 2020/January 2021 - 1
InTents December 2020/January 2021 - 2
InTents December 2020/January 2021 - 3
InTents December 2020/January 2021 - 4
InTents December 2020/January 2021 - 5
InTents December 2020/January 2021 - 6
InTents December 2020/January 2021 - 7
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InTents December 2020/January 2021 - 41
InTents December 2020/January 2021 - 42
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InTents December 2020/January 2021 - 44
InTents December 2020/January 2021 - Cover3
InTents December 2020/January 2021 - Cover4
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