Struggling to run your business remotely? You need this.
About my guest
Recently I spoke with David Baxter, a veteran when it comes to running a virtual business.
In fact, his business has been operating remotely for several years.
We talked about his business and what he's is doing now during the COVID-19 shutdown to keep his business going and to keep his client projects moving forward.
David runs Big Pixel which is a custom software company that focuses on helping startups and businesses with ideas and making them happen.
Generally, they come in when people have problems that they want to be solved whether it's a brand-new idea startup entrepreneur or an existing company that wants to do something new.
His passion has been working with startups for a long time and they have helped build over 20 startups, helping them to get to revenue quickly.
They take the idea to turn it into something real that can work for your business.
What’s Going on in the World right Now
Everybody is talking about the same thing right now — COVID-19, coronavirus, social distancing, the Apocalypse.
So many are having to change the way they are doing business. What are some of the things that you are doing to keep your company moving forward?
(Question: Are you looking to take advantage of the opportunity that always exists in a crisis? What are you doing differently these days?)
For David Baxter, they started a big hiring spree in the last month. They’ve hired 3 people in the last 6 weeks and are wrapping them up and getting them going.
“When I look back, as the business owner, and I look at the pipeline that’s dried up largely. We had half a dozen projects that we had good interest in with the client and they were very excited and they vanished. I know they’ll come back but they’re scared.”
Reaching Out to Clients/Prospects
It’s tough that when you want to do a reach out, how do you be sensitive to the fact whoever you are reaching out to their business is suffering?
When you reach out how do you make that not sound callous?
A lot of people are working from home but some are struggling, so we have to be sensitive to that.
Being sensitive in your outreaches, marketing, and sales conversations. Having that empathy is the best that I can come up with.
There is no playbook for this.
Some of our clients are international and what I find very interesting is we all have something to talk about. All are in the same boat.
It gives you an in.
One of the classic things in marketing when you are reaching out is to come up with something you have in common. Right now it's easier than it has ever been but if you play that card wrong you are going to look like a jerk.
We are not overlooking the deep challenges that a lot of people are facing.
But it doesn't do anyone any good to just say this is the worst thing ever and it's the end of the world.
At the risk of appearing callous, we have to push forward.
We are going to get out of this. It isn't going to last forever.
Your business is either going to be in a better place afterward or a worse place.
We don't get to press pause and then pick up where things left off.
As a business leader, it is your responsibility to try to make it better or at least keep it from getting much worse so we have to push forward.
3 Keys to leading a remote team in a time of crisis
Tool #1: A Digital Communication Tool
All of a sudden everyone is spread out and you have to figure out how to communicate with people. We’ve been using tools like slack and zoom.
Slack is friendly and professional. Most corporate users are using slack because it is low cost and keeps your inbox free of clutter.
Team communication is different from client communication.
The best thing when you are doing remote is not to force the situation. As the business owner, you need to be okay with that. You have to be flexible.
Tool #2: A Project Management Tool
You need some kind of tool that keeps you on track.
Slack doesn’t do that.
For our agency, we use Asana. It’s simple, intuitive, and can be used on multiple devices.
Tool #3: A Video Conferencing Tool
At some point, you’ll need to have a “face to face” conversation.
Phone, Slack, or email simply won’t do the trick all the time.
(This is especially important for sales, by the way.)
We use Zoom for video calls. It’s simple, secure, and has pretty solid video quality.
In fact, their recent success (from 10M users to 300M+ this year) has caused them to add several helpful features.
build lasting client relationships
A recurring client is one that keeps coming back and the way that works is surely relational.
If I’m just providing a service then you can go find another person probably cheaper than me.
There's always someone who will do it cheaper.
In times of economic strain, the value of that relationship you have with them is going to be tested.
Yes, the relationship is important but you have to make sure that’s a value-based relationship.
You have to make yourself irreplaceable.
Use this time to reach out to those clients and think about how you can provide this new value.
Keep your pipeline full
A lot of people are holding back because they don’t know how long this will last.
When people finally come out you don’t want to be starting that relationship all over again.
You want to be have been having conversations with them, checking in on the building that value proposition so that when they are authorized to write the checks again, you are right there and you are the first person they call.
If you are interested in learning more about David and his business, watch the full interview below: