First and foremost I hope you are well and safe.
Yesterday I hosted a webshop with AppSmart - "The COVID-19 Effect On The Telecom Agent: The Massive New Opportunity Now In Front Of You And How To Capitalize!
“As Covid-19 impacts every aspect of our work and life, we’ve seen two years’ worth of digital transformation in two months,” Satya Nadella April 30, 2020.
In the webshop I took my real-life experiences during the dot-com bust in 2001 and the financial collapse in 2009 where, as a member of the senior mgt teams at two partner focused software companies we needed to PIVOT quickly. Now you, and virtually every company in the world needs to PIVOT their business model. Here's a simple summary on the 4 steps to PIVOT your business.
- Interview your clients with empathy - LISTEN and LEARN
- set up Zoom etc calls with 8 clients
- everyone is stressed - lead with empathy
- ask about the PERSON and their business
- ask many open ended questions (2 ears and 1 mouth)
- learn the state of their business and how they plan to pivot
- give some softball suggestions
- take notes
- Customer Value Prop (CVP) and Ideal Customer Profile (ICP)
- CVP: your current CVP is NOT a "must have" - it needs to be a "must have" today, apply what you learned from your customer interviews, your team, your colleagues, industry news, etc and DOCUMENT your new CVP in a PPT and scripts. Hint: your new CVP should focus on Digital Business Transformation (DX) and Customer Experience (CX)
- ICP: you DON'T have a laser focused ICP today, apply what you learned from your customer interviews, your team, your colleagues, industry news, etc and DOCUMENT your new ICP in a PPT and scripts. Hint: your new ICP must be viable and have $ during COVID-19
- Test your CVP and ICP
- go back to your 8 clients and test drive your CVP
- approach your new ICPs with email scripts, elevator scripts and test drive your new CVP
- look at your metrics (email opens, email replies, appts etc)
- assuming you feel comfortable with your new CVP and ICP do the following
- create business outcomes focused cloud solutions bundles that match your CVP and ICP, Hint - AppSmart are experts at this
- refresh (NOT completely re-do) your existing website to reflect you CVP, ICP and cloud solutions bundles
- create your Digital Marketing and Sales Plan and correlating MRR Cloud Financial Model
LET ME KNOW IF YOU'D LIKE TO DO A QUICK ZOOM CALL AND DISCUSS YOUR PIVOT STRATEGY