Discover How To Win C-Suite Clients Without Selling

You’re on unstable ground and you don’t know what to do next. But with a little help, you can create a service that your clients need during tough times.

(3 minute read)

What does the future look like for your business right now?

Thinking about the answer to that question creates fear in the heart of some. You face a lot of uncertainty right now that’s compounded by the predicted upcoming downturn. Many are standing on shaky ground and feel like they’re about to slip.

The challenge is that your offer isn’t as relevant as it used to be.

You’ve gone from feeling confident about what you do to worrying about whether it’s even appropriate anymore. This lack of confidence allows fear to spread, which affects the mindset that you bring into everything you do.

But there’s some good news.

If you’re able to refocus effectively, you can align yourself with the needs of your clients during these uncertain times. The goal here is to refresh your offering and communicate that change to your clients.

And these are the tips that will help you to do it.

Tip #1 – Don’t Just Hope for a Good Outcome (Take Action Instead)

You hope that your clients will still see the value that your service offers. Sure, the entire business landscape is changing around you. But hopefully, they’ll stick with you.

You hope that the messages you’re sending out still resonate.

And you hope that your marketing and sales teams will keep creating and converting leads.

This strategy of hope means that you don’t make any changes to the way you do business. And as the world changes around you, your business and your offer slip into irrelevance. At best, this leads to just a dip in your business as clients look towards more relevant providers.

At worst…

Let’s not allow things to come to that.

Know that hope is not a strategy. If you rely on it without taking any form of action for yourself, you’re putting yourself at the mercy of the market. And that’s a dangerous thing to do if you’re staying the same while the needs of the market keep changing.

Tip #2 – Refresh Your Mindset

Your attitude to what’s going on right now will play a big role in your success in this situation.

Right now, you may have a fear-based mindset.

You’re consuming everything that the media feeds to you. You’re listening to reports about businesses being on the verge of collapse. And you may even feel like you’re stuck in an echo chamber with friends and family who keep repeating this fear.

Naturally, this leads to your own fear of the situation growing. And that fear could paralyse you if you don’t take action against it.

Refreshing your mindset is all about stopping the consumption of negativity that’s holding you back.

Maybe that means taking a break from watching the news. Or, it might mean finding something to focus on other than the current situation.

The goal here is to refresh your mindset. Doing so provides you with clarity that will turn into the much-needed confidence that you need to transmit.

Ask yourself what mindset do I need to have during these uncertain times to survive and thrive when we come out the other side. And when you figure it out, hold yourself accountable. Constantly check your thinking to confirm that you’re not veering away from the mindset that you need.

Tip #3 – Identify Your Clients’ Current Challenges (And What You Can Do to Heal Them)

What are your clients struggling with right now?

The answers are going to be a lot different from what they were just a few months ago. And that means your messaging and your service need to adapt to those needs.

So, how do you figure out what your clients’ current pains are?

Talk to them.

Speak to your clients and ask them about the areas of business that they’re struggling with. Give yourself a broad view of the problems that your clients need to tackle. And then, set about creating solutions for those problems.  Help them see light at the end of the tunnel.

Flexibility is the key here.

Your clients don’t need the same old service right now. They need somebody who can adapt to the very new challenges that they face. And they need you to provide them with the thought leadership that will pull them through this situation.

Tip #4 – Keep Yourself Physically Fit

Self-care is just as important as taking care of your clients right now. After all, if you’re not at the top of your game, you can’t provide the best possible service to those who need it.

This is why you need to keep yourself physically active.

Of course, we have the obvious physical benefits of exercise to consider. But what’s often underestimated is the impact that staying fit has on your mental health. A study published in Primary Care Companion to The Journal of Clinical Psychiatry digs into these benefits:

“Exercise improves mental health by reducing anxiety, depression, and negative mood and by improving self-esteem and cognitive function.”

That’s huge for you right now.

Lifting the fog of anxiety will help you make better decisions. Transmitting energy and confidence will help you become an energy giver.  And any improvements in cognitive function create clarity when surrounded by uncertainty.

Pivot or Paralysed?

Right now, you face a choice.

You could keep everything the same and hope for the best. And if you’re really lucky, it might just work out for you. But I wouldn’t get my hopes up because the service you offer right now likely doesn’t align with the needs of your market.

Or, you could pivot.

You could make the changes that you need to make to stay relevant in a turbulent world. Listen to your clients and align your service to their current needs. Take care of yourself, both physically and mentally.

And do not rely on hope as a strategy.

Take control.


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