Show previous image
Show next image

A Coronavirus Message to Our Customers

With the onset of Coronavirus it’s an extremely challenging time for our people, our businesses and our economy. Therefore, we thought it would be beneficial to write this open message to all of our customers and to any prospective customers wishing to identify opportunities and win new business.

Because the health of our people is paramount to us, as advised by the Government, we have moved all of our telemarketers to a “working from home” footing. Indeed, we are fortunate in the sense that this has made no material difference to their working practices.

They continue to work diligently on behalf of our customers and with considerable success. In fact we have as yet not seen a decline in the number of meetings we have booked for our customers, although, they may have changed in substance.

We recognise, of course, that the aim of our work needs to realign with what is happening in the world and that what we do for our customers has heightened in it’s importance.

Our aim is to help our customers through this difficult period.

We are doing this by continuing to identify immediate new business opportunities for them and booking initial meetings with key decision makers, even if these are now being conducted over the telephone or via video conferencing.

The experience in China would suggest that it will take around 2 months to get through the peak impact of Coronavirus and as it stands around 90% of the manufacturers who closed down in China due to the virus are now back online.

We aim to shorten the length of time Coronavirus has a commercial impact on our customers. We are doing this by ensuring that when they come out at the other end of this difficult period, they have a strong new business pipeline and full diaries for their sales people, so that, they can get back to winning new customers well ahead of the competition.

The main function of our telemarketers is to make contact with key decision makers on behalf of our customers; to build awareness and relationships with them; to gain market intelligence,  explore their existing arrangements and identify current and future needs as they relate to the products and services of our customers; to unearth real buying motives; and to book meetings at the best possible time for them.

As many key decision makers continue to migrate to a "working from home" position themselves, we are finding that they are more willing to speak to us on the telephone and seem to have more time to take stock of their business and their current and future supplier needs and how these might be better fulfilled moving forward. For decision makers business is going on and must go on.

We are also finding receptionists are more willing to pass-on mobile numbers for decision makers for the very reason that their decision makers are now working from home.

So, we continue to have fruitful conversations with decision makers, we are still identifying current and future opportunities and we are still booking meetings with them. One significant change, however, is that decision makers are asking that for a period these initial meetings are conducted over the telephone or via video conferencing. This is both understandable and sensible.

It's an immensely challenging time for us all - but please rest assured that we are doing everything in our power to continue to give our customers the best possible return.

Phil Gower

Chairman

Performance Development and Training Limited

 

 

Performance Development and Training

The sales and marketing performance experts

For nearly 20 years, we have helped our clients improve business performance by supporting them with those activities that have the greatest impact on their success: attracting and winning new customers and keeping and growing existing ones.

How do you attract and win new customers and grow existing ones?

PDT can help please feel free to call us on 01249 758425 or click here to contact us.

What makes us different?

We recognise that the most successful businesses today are those that take a blended approach to sales and marketing, and deliver this strategy through well-trained and highly motivated people.

To this end, we offer blended solutions throughout the maketing and selling lifecycle, along with cutting edge performance improvement consultancy and training.

What our customers say:

"I have always been impressed with the way that they work, and the quality of the output from their activities. They have a core group of experienced practitioners who are able to take a business brief, understand it and then work hard to deliver the kind of meetings that we have wanted namely meetings with people who have the means, authority, need and desire to undertake business with us. Taking the time to work closely together to develop the right brief has always paid dividends as we were able to achieve a very high closure rate on the back of well qualified leads.”

Ian Cresswell, Business Development Director

Using the most advanced inbound digital marketing and selling platforms available today

Using more traditional outbound approaches to generating and retaining new business

Developing people, so businesses are best placed to win new customers and retain existing ones