May 1, 2020 | OPERATIONS

“When the going gets tough, the tough get going”. This phrase is a popular witticism in American English and it’s also a popular Billy Ocean song. In today’s context it refers to the state of our business and specifically, how to stay productive and profitable in these tough times. Now is the time to pick up the phone and call your customers and prospects. People who would normally be annoyed at a sales call are now willing to talk. They want to tell their personal story and want to hear about your business and how it relates to their own. A suggestion would be to make a short list of key topics to discuss, including: is your business open, how are you dealing with COVID, how is your family and what can I do to help? Let them know you/he/us are essential, you can get parts and maybe offer pickup and delivery. Look for prospects that are essential like farmers, truckers and delivery services. Offer a promotion like free TP with every valve job! Your business is essential to the continued operations of our country. Let your customers and prospects know you are here to help.

Steve Rich
Sterling Bearing Inc
N Kansas City, MO
May, 2020