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Pending Business: Time Is of the Essence

| April 20, 2020

By Steve Lapa
Lapcom Communications Corp


PALM BEACH GARDENS, Fla. –The phrase comes from a legal concept. The message is there is a deadline.

Urgency, deadlines, and timelines are all critical components of the selling process.

Here is what was: Rates are valid until_________.  This package is limited to_________.

Here is what is: You’re business is upside down.  Adjusting to working from home, with limited access to the people and resources you rely on is a daily climb.  More than likely you are now participating in (multiple) online meetings that eat the clock.  Still, you are paid on performance and need to keep the dynamics of the sales process moving forward in a timely fashion.  Like it or not, for today, you need to own this new dynamic.  Maybe for the first time you feel slowed down getting back to an advertiser or prospect?  Frustrations and anxiety mount as you face seemingly unmovable barriers.  Chances are you are not alone.

Here are some insights until we find a more normalized workflow… and who knows what that means?

  • Redefine your organizational patterns.  Same old, same old is over.  Get it done when and how?
  • Prioritize.  Update, re-prioritize.
  • Expect interruptions.  Even if you have a home office with a door.  Don’t be frustrated or feel defeated.
  • Learn your environment.  The sounds of life can be distracting. You just need to manage your time and adjust your workflow.
  • Communicate and set realistic timelines.  To your co-workers, clients and prospects.
  • Keep your clients informed on anything you owe them.  Billing updates, proposals, invoice reconciliations.
  • Don’t go silent.  Not communicating in this environment is perceived as not caring.
  • Personal time is OK.  Just work it into your daily game plan.  6:30 am workout at the gym is closed.  I workout at home and I swim….how about you?

Remember; write your sales game plan in pencil, because every pencil has an eraser.

Steve Lapa is the president of Lapcom Communications Corp. based in Palm Beach Gardens, FL.  Lapcom is a media sales, marketing, and development consultancy.  Contact Steve Lapa via email at: 

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Category: Sales