Your team works hard to ensure every partnership formed and sale made is built on a strong foundation. From meetings at coffee shops to consultations in the field, reps make a serious effort to know prospects on a personal level. 

But due to COVID-19, sales teams everywhere are wondering how they can maintain close relationships with less face-to-face interaction. How can you provide the same level of attention and care without letting sales become transactional? Now more than ever, real conversations are key to maintaining a rapport with clients and prospects. Here, we’ll share easy suggestions to keep those connections strong. 

Maintain Your Consultative Approach

The transactional sales approach might be acceptable in some industries, but consultative selling is largely regarded as prospects’ preferred way to enter a contract. That’s because the consultative approach emphasizes learning the customer’s challenges and providing education on how a company’s products or services can meet them. Reps should still play the role of educator and guide, sharing helpful resources and expert insights. 

Make Personal Connections

Reps can’t drop by a prospect’s office or take them to lunch, but they can put in the time needed to maintain a relationship. Encourage your team to use Zoom, Skype, or other platforms to offer face-to-face encounters while maintaining a safe distance. Phone calls are just as important and a great way to have an in-depth, one-on-one conversation or speak with a full team. 

For the top prospects on your list, go the extra mile by sending them personalized mail. A recent report from the Association of National Advertisers (ANA) and the Data & Marketing Association (DMA) revealed that the response rate for personalized mail is between 12% and 15%, while traditional direct mail only generates a 4.4% response rate. To capitalize on this trend, send clients and leads hand-written notes with a personal touch. You could even include gift cards for local coffee shops or eateries to make a strong impression. 

Get the Right Tools

Consultative selling is more important now than ever. With so many businesses facing changing needs, sales teams must be open to accommodating new challenges and prepared to present the necessary collateral. That’s where StorySlab comes in. An easy-to-use field sales enablement tool, it allows sales representatives to present and share slides, brochures, images, and more at the push of a button – all while talking through the prospect’s exact needs and even at a distance.

Enhance Your Strategy with StorySlab

Conquer the ever-evolving sales landscape with StorySlab. It’s done-for-you tools support frictionless selling anywhere, so your reps are never without the materials they need. To get started, see a personalized demo or give our risk-free trial a shot.