As more and more people realise it's "easier" to work from home. It removes the need to sit on buses and trains, being coughed on and sneezed on.
You can turn your commute time into time for yourself and your family. That time we always craved for and now we are being given as a gift.
This will have a forward problem to companies and their sales and marketing departments.
Whereas once you had the ability to run the same sales and marketing plan regardless. The world has been turned on its head and the same old, same old, sales and marketing plan is no longer fit for purpose.
In the past, it didn't matter, you always had growth, now you will run out of cash if you implement the wrong sales and marketing plan.
You have to address the sales and marketing budget as a matter of urgency.
Let's Look at Your Current Cost of Sales
Covid19 has accelerated the death of old style interrupt and broadcast marketing. This was created in the 1930s .. you open a newspaper (remember them?) and I interrupt you with my advert.
We are already seeing that digital advertising is reducing because people are just inundated with messages. The average person has 1,000 messages thrust at them everyday. You can have the best copy in the world, but you are just another message. That's even before we talk about ad-fraud.
Cold calling has had its day. I'm in the middle of creating a spreadsheet for my boss against a tight deadline and you interrupt me and broadcast you message. Fine on low cost transactional sales, but not in B2B enterprise where you need to build a relationship.
I'm amazed that people even talk about email, even pro email people research show that open rates are so low. Most people have now moved away from email to social. Even my 82 year old mother complains about "old people" that insist on talking to her on email, rather than messenger.
This is where, as a leader, you need to take your business forward into this new world of digital. The world that has been crafted for us by the coronavirus. Where there are no face-to-face meetings.
The world where we are all on and using social media.
The number one social media report, created by Simon Kemp in Singapore, shows there are 5.16 billion people with mobile phones, 4.57 billion internet users and 3.81 billion active users of social media.
The latest data show that the number of internet users and social media users around the world have both increased by more than 300 million over the past twelve months.
In terms of users, LinkedIn is now up to 690 million total members, increasing from 675 million back in January. Total members, of course, are not active users, the more common stat used to reflect social platform performance, but as an indicative measure, it does show that LinkedIn is continuing to expand, and gain traction in more markets over time.
In regards to active usage, Microsoft says that Linkedin sessions have continued to rise, up 26% for the quarter.
As a leader, you can see that the old guard of advertising, cold calling and email is in the decline and that the use of social media by society and the world of business is in the rise. All accelerated by the Covid19 situation.
For your business to remain relevant in the next 12 months and the next 5 years, you have to make the switch of budget and resources from "old" sales and marketing to modern sales and marketing. We all know that the marketing and sales plans we had pre-covid19 are no longer fit for purpose.
And this isn't about using social as a tactic, this is about using social, internally and externally, strategically to drive your go-to-market and better of all to increase output and reduce cost.
The Business Case for Social
We expect each of the people we train in social selling to be able to make (if they do what we say) at least one additional meeting per week. Let’s assume that 4 of those meetings turn into proposals and you close 1 of those proposals. That means you are closing one additional deal per quarter. If your average deal size is $100,000, then each sales person is closing an additional $400,000 per year. As sales team of 10 will create $4 million additional revenue per annum. This isn’t a one off, this is every year. Forever.
There is no big deal coming to save us, we have to act and make changes now.
Here at DLA Ignite, we are not pivoting, we have been transforming companies to do this for four years. Exactly how I have explained above. We have the track record, we also know what when we run our social selling programs the results are repeatable and predictable. In fact, we have done this so many times that we are a low risk option.
If you want to get out of this mess, maybe it’s time to talk to us.
In a survey of hundreds of business leaders, four out of ten said their organisation had made adjustments that they intend to keep in place after lockdown. Increased working from home and a greater focus on digital services were common actions directors expected to continue in the long term. Businesses have been innovating in response to the lockdown, with almost one in six of those polled reporting that they had launched a new product or service due to the circumstances. The majority of these were related to the country’s medical response, from producing hand gel to procuring PPE.
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