Written by Ryan Ohls, a Market Development Executive at ReachForce.

In this current economic crisis many businesses have a natural, knee-jerk tendency to “wait and see how everything plays out.”  It seems that business spending is put on hold, which only exacerbates the overall problem.

We as marketers and sales people feel it the most.  I’m sure we’ve all heard something like this in the past couple of weeks, “We’re going to ‘wait & see’ what this economy ‘does’ before we spend any kind of money on ‘that.’”

Yeah…and sometimes a deer in the headlights just “waits to see” what that car is going to do.

Here’s what I don’t understand – if what you sell can grow your customers’ bottom line, then why wouldn’t they buy it?  If they can’t afford what you offer “right now,” then how are they going to afford the additional cost - “right now” - of NOT having it?

I do believe that in an economic crisis it may be wise to lighten up spending on certain things if we can’t afford them (i.e. lavish parties, luxurious vacations, designer nose-hair clippers, doggy massages).  However, as sales guy at ReachForce, we have a unique opportunity to show our prospects how we can contribute to helping them through this mess.

If what you sell saves time, saves money, or adds to top line revenue or productivity in some way – AND YOU CAN DEMONSTRATE IT – then not only do you have an opportunity, you have a responsibility to tell as many prospects as possible about it.

If you’re still with me, you’re probably reading along, looking for your tip on how to get action from the ‘wait and see’ crowd out there today.  Well, here’s what I’m doing…

• I’m direct about how what I sell drives revenue
• I show real customer case studies that include customer results
• I provide best practice information around how to act on ReachForce solutions