Sabri Suby explains why your sales message shouldn't change during a crisis, just how you frame it. With competitors pulling ads and online traffic up, position your offer as a bridge from where prospects are now to where they want to be. The core problem you solve, getting more clients and leads, hasn't changed.
Hey, guys. This week on hey Subway, I'm going to be answering Joshua Lim's question. So here we are. Before I answer this question, in our empty offices and come on through, like, it's just me and my video man Ilya here, and there's nobody in here, right? So it's very eerie. It's very weird to be in here. I've still been coming in here on a Friday and shooting some content and just doing a whole bunch of meetings and everything that I need to do. But without further ado, let's just jump straight back in to the questions. So, Joshua Lim's question. He says, hey, Sabri, do you and your team craft your sales message differently right now due to the current crisis or current events? If so, how different is the sales message? Thanks and stay safe. Thanks, Joshua. Look, basically this is a question that's been coming up a little bit, and you do need to make your offer relevant to what's happening right now. But at the same time, what you also need to understand is that ultimately people buy things to solve problems, and those problems still exist out in the marketplace, right? So for us in our business, like, we help people solve the number one problem that businesses face, which is how do I get more clients, right? How do I get more customers coming into the business? And that still exists. And it exists. And it's even more important now than usually ever before because, you know, normal customers are kind of contracting and they're stopping spending and all that kind of stuff. So, you know, you still need to pitch it in a way that is relevant to exactly what's going on right now. And so, like, the way that we solve that problem is we help people find clients online, generate leads, get them people coming into their business. And it just so happens that more people are online right now than ever before, right? Like, if you look at traffic numbers on Facebook and Instagram and Google, all that stuff is just exploded right now because everyone's got so much time on their hands. So we might position our offer and saying, like, hey, this is like the perfect time to start something like this when you've got more time on your hands to get this thing set up. And while your customers have got more time online than ever before, and also all of your competitors are retreating and kind of pulling back on their advertising. You can get more share of voice, right? But it's still. They're just like the dressing. It's still centered around that real problem that people are facing. And it doesn't matter what you're selling, right? You just need to be focused on this problem, right where your prospect is right now, experiencing this problem where it is that they want to be. Right? And in between that is the gap. Right? And everything that you position to that person is to really help them build a bridge and go from where they are right now to where they want to be. And that's not going to really change depending what industry that you're in, given the current climate and the series of events that are just kind of taking place. So I hope that helps. Go out there and make it happen. Hey, guys, if you enjoyed this video, make sure that you click the like button and subscribe. We're dropping a video on YouTube every other day, and if you've got any questions about any of the content that I covered in this video, just basically leave a comment with heysubree in the comment section. And every week we're also trying to go through all those questions and get them answered. So go ahead, click subscribe, and we'll see you in the next video.
