What to do when the market begins to pick up again

In recent months the world has undergone a transformation. Most of us spent the first weeks of lockdown readjusting to new ways of working and living. Equally, most businesses spent those tentative early days of the pandemic finding their feet, testing systems and remote working arrangements. For many this time was hectic but in terms of normal business operations, decidedly unproductive.

It remains an uncertain time, and even the easing of lockdown rules represents a far cry from the normalcy we enjoyed only a few weeks ago. At some point we will be able to return to work, meet with our colleagues and clients again and return to a more familiar landscape. So, what happens then?

Lessons from lockdown

It’s fair to say that everybody’s perspective will have shifted after living through a global pandemic. We simply don’t know what the world will look like, but we know we’ll have to adapt. When everyone can be in the same room again, it’s important that everyone’s experiences are shared and the lessons learned shape the future of the business. This can be a real opportunity to do things differently and better and help rebuild your culture.

Keep the conversation going

People and culture are such an important part of any business and it’s imperative that leaders are honest and authentic in the way they communicate with their people. Especially when decisions are being made quickly and with less consultation. The current circumstances can negatively impact and dilute even the strongest cultures. People will feel disconnected and isolated and it’s everyone’s responsibility to mitigate this through keeping the conversation going, so after lockdown we can bring a sense of normality back.

This disconnection can extend to current clients. Make it a priority to pick up the phone to have a real conversation. It’s not business as usual at the moment but simply acknowledge that and check in to see how it’s all going – it helps maintain relationships and will be appreciated.

Take advantage of headspace

For those businesses that are experiencing a slowdown in sales, now is the time to take that valuable commodity so often in short supply… headspace. When you’re running at 100mph and are consumed with the fast-paced day-to-day, there are strategic projects that never get the attention they deserve. This is a chance for leaders to be creative and interrogate their processes, be honest about what works and what needs to change.

Work on your pipeline

Nobody knows how the coming weeks and months will unfold. When business is fully operational again and markets open, there is likely to be an element of desperation with everyone clamouring to make sales. Those who’ve strategically prospected and nurtured their contacts and worked on developing relationships will be best placed to sell. There’s lots of groundwork that can be done now, and it’s a truly valuable time investment for your business’ future.

Check out our video where Owen Richards, MD of Air Marketing, and Richard Forrest, MD of Forrest Marketing Group, discuss what businesses can do to prepare for when the market begins to pick up.

Air Marketing are the leading outsourced sales agency in the UK. We design and deliver sales services to deliver the best conversion rates for our clients. To hear more about how we can help your business grow, get in touch today or call us on 0345 241 3038.

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