#2. You’re talking to the same prospect, but their immediate needs have DEFINITELY shifted
For example, instead of trying to scale their business or product, your prospect might now be far more concerned with how to keep it afloat.
Instead of figuring out how to successfully pitch in-person events, your prospect might now be wondering where she can get the same kind of visibility and traction online.
Of course, this won’t go on forever (see Thing #3), and I don’t think you should run around and change your whole business model but I *do* think it’s hugely beneficial to align your messaging with the current climate.
This alignment might be as simple as shining the spotlight on different parts of your existing offer(s), product(s), and/or service(s).
I think it’s safe to say that the things people are searching for right now center around:
And I’d bet my Amazon Prime login (I’m quarantined with two children under the age of four, so these stakes have NEVER BEEN HIGHER!) that your business offers at least one of these.
Selling some sort of framework? How *relieving* for your prospect to know what comes first, what comes next, and what they’ll walk away with at the end.
Offering a 1:1 service that steps your client through a process or project (i.e. organization, design, counseling, accounting)? The fact that your client gets to book your team for virtual calls just became something concrete they can plan for in the coming weeks—even if almost every other thing in their day-to-day gets cancelled or postponed.