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In this series, Dan Beaulieu will share 14 “business as usual” tips for selling without visiting customers during the COVID-19 outbreak. In this series finale, Dan explains the importance of keeping a sense of humor during times of crisis, and why this might be the perfect time to form a partnership with a company that sells a complementary type of technology.
Tip 13: Laugh
Laughter is important, now more than ever. On Sunday, we went for our weekly ride in the red Jeep. As has become our habit during these strange times, our big outing was to Wendy’s, which was 20 miles away in Augusta, Maine. When we drove up to the first window to pay for our order, the young man took our money and then surprised us by asking if we wanted to hear a joke. Surprised, but intrigued, we said, “Sure,” and he proceeded to tell us a very silly joke; after we finished chuckling, he asked if we wanted to hear another one, and he told us an even sillier joke, which—considering the times we are in—we appreciated. Then, he smiled and said. “You gotta laugh, right?” That young man made our day. Let’s take the advice of that high school kid in working the cash at Wendy’s: We gotta laugh!
Tip 14: Create a Partnership
A partnership is when two or more people come together to do something bigger than they could do alone. If you sell PCBs, find a design partner or a contract manufacturer or another salesperson who sells a technology different from what you sell. Look for partners who have something you don’t have and need something you can provide. Make sure you have good chemistry with that partner and that you are generous with each other. Finding the right partner and investing to make the partnership work will yield immense rewards in the end.
Dan Beaulieu is president of D.B. Management Group.