How to do it without coming across as tone-deaf and calloused.
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There are two reasons to keep prospecting during the COVID-19 scare:
- Prospecting, particularly appointment setting is not something most sales professionals like to do. It is also a habit. When we stop for any reason, it has always been hard to get restarted.
- If you stopped prospecting in March, continued while we’re all sequestered during April and while things are ‘getting restarted’ in May, you’ll have turned off the pipeline spigot for 90 days. If you’ve got a 90-day buying cycle, you’ve turned off new revenue for six months. That’s half the year. Need I say more?