Bust the Myth You Can’t Read Prospects’ Minds

Do you know where your clients are?
It’s not always about revenue growth. Wow, did I really say that? It surprises me, too, but different times call for different approaches.
I was struggling with a new way to position referral selling during a recession. I knew companies needed to trim costs across the board. Laying employees off was just a first step. But I wasn’t sure what this meant for their businesses … or for mine. Then I read Todd Caponi’s post on SalesHacker: “3 Not-So-Obvious Shifts You MUST Make to Sell in Uncertain Times.”
Todd suggests we can actually read our customers’ minds. You’ve heard me say our clients aren’t mind-readers. You must ask them for referrals. Was I wrong? Yes and no. You definitely need to ask for referrals to receive them at scale. But yes, I was wrong for having pandemic brain. Yes, I was wrong for having economic uncertainty