At last week’s Sales Roundtable, several business owners expressed the same concerns about selling right now:
“I’m hesitant to reach out because they’re probably not spending money right now…”
“I’m reluctant to reach out because I know they’re busy — I’m probably the last thing on their list.”
However, in the same breath, these business owners also expressed desiring to reach out, knowing that their products and services were greatly needed at this time — but they felt stuck.
That’s what we call a conundrum.
I have a theory about this. If you’re in my community, chances are you have an abundance of empathy. I know I do — in fact, it’s my #3 strength, according to the CliftonStrengths assessment.
If you agree that empathy is one of your superpowers, I urge you to watch this video and evaluate where your empathy is an asset and where it might be holding you back…
Here’s the thing about empathy — it can make you great at selling, but it can also hold you back.
If you think your big-hearted nature might be hindering your success, here’s what I want you to ask yourself:
What is going to happen to my clients in 6 months if they don’t solve the pain points and challenges they’re experiencing now?
The answer is simple: They’re going to be worse off than they are now.
So my suggestion is that we pick up the abundance of empathy we’re having today and teleport it to the future. If we know our clients are going to suffer down the road by the consequences of inaction today, might that motivate us to pick up the phone and reach out?
And if you’re wondering how to reach out with tact and love, check out last week’s video on playing the reluctant hero.
Would love to hear your thoughts on this — leave a comment below.