Crisis Follow-Ups: Navigating Tough Times with Tact

March is here, let’s set the tone,
New dreams ahead, we’re not alone.

Ping for action, honk for the climb,
This is our moment, now's the time!

Bumpity-bump, ideas unfold,
New paths ahead, both brave and bold.

Honk, ping, bump—let’s keep the pace,
That Follow Up Fix, let’s own this space!

The journey’s just starting, the road is clear,
Focused and ready, no doubt or fear.

Cheers to new days, with March in view,
Onward we move, your follow up will breakthrough!

"The secret of crisis management is not good vs. bad, it's preventing the bad from getting worse." - Andy Gilman

🎯 The Problem:

Standard follow-up approaches can appear tone-deaf or insensitive during times of crisis, damaging relationships and killing deals.

😫 The Reality:

Economic uncertainty, layoffs, and market volatility create a minefield for sales professionals trying to maintain momentum.

💡 The Solution:

Crisis-calibrated follow-up strategies that build trust while maintaining business continuity.

Unfortunately, most sales professionals fail at crisis follow-ups.

Here's why:

The #1 Reason:

Failing to adjust your follow-up approach during tough times is the fastest way to lose trust and deals.

Other key obstacles:

· Tone-deaf messaging

· Inflexible terms

· Poor timing

· Pressure tactics

Let’s dive in.

Step 1: Master the Crisis Follow-Up Formula 📊

Sales don’t just slow down in a crisis—they transform.

Follow up in uncertain times can make or break your relationships with prospects and clients.

Push too hard, risk coming off as insensitive.

Disappear, you lose momentum.

That’s why you need The CRISIS Follow-Up Formula.

A framework designed to navigate follow-ups when prospects are overwhelmed, budgets are tightening, or priorities are shifting.

The CRISIS Follow-Up Formula:

Contextualize the situation – Show that you understand what’s happening in their world.

Acknowledge industry shifts, new challenges, or changes in priorities.

Example:

"With the current market shift, I imagine your team's priorities have changed. I'd love to align with what matters most to you right now."

Respect new constraints – Timing, budget, or internal decision-making might be different than before.

Rather than pushing your usual offer, acknowledge their current reality.

Example:

"I know budgets are tighter this quarter. Let’s explore options that align with your immediate needs."

Identify helping opportunities – This is where real value shines.

Can you offer insights, resources, or a new angle that helps them navigate their challenges?

Example:

"We helped [Company X] adjust their approach and recover lost revenue. I’d be happy to share what worked there."

Share relevant solutions – Don’t sell—solve.

Frame your solution in a way that speaks directly to their new pain points.

Example:

"Given [challenge], I see two possible approaches for you. Would it be helpful if I walked you through those?"

Invest in the relationship – Follow-up isn’t just about closing deals; it’s about deepening trust.

Keep the conversation going even if they aren’t ready to buy today.

Example:

"Even if now isn’t the right time, I’ll continue to send insights that might help."

Support long-term success – Think beyond the immediate deal.

Position yourself as a long-term partner, not just a vendor.

Example:

"Let’s map out a plan that works for your next 6-12 months so you’re in the best position when the timing is right."

Mastering this formula ensures your follow-ups remain:

Relevant.

Valuable.

And well received—even in trying times.

Step 2: Deploy the "Crisis-Sensitive Template Matrix" 🎯