To thrive in the post-pandemic world, shift to digital-first selling. Put customer self-service first. Master paid ads for coaches and consultants. Three constants always win. First, deliver what your buyer defines as value. Second, do a needs analysis before pitching. Third, remove all doubt your solution improves their life. Companies that ignore these principles will be phased out.
Key Takeaways
- Buyers now prefer digital, self-serve, and remote engagement over face-to-face meetings.
- Three trends dominate: the Carvana self-service model, video-heavy customer journeys, and high-ticket online purchases.
- Study timeless principles, value definition, needs analysis, human psychology, not fleeting tactics.
- Make selling personal and purposeful; service improves lives and grows business.
How To Thrive In the Post-Pandemic World
Be Known, LLC, a business growth agency in Knoxville, TN, helps coaches and consultants navigate the shift to digital-first marketing. A lot of people are asking how to thrive in the post-pandemic world. If you’re one of them, you’re on the right track.
The pandemic changed how we buy, work, and connect. A majority spent an entire year at home, shopping and closing deals online. Certain trends emerged during this time, and they show no signs of slowing. More prospects now prefer digital, self-serve, and remote human engagement over face-to-face selling.
This shift started as a safety measure. It stuck because of buyer convenience, ease of exploration, and speed of ordering. Three major trends are rising now.
Three Major Trends Reshaping Sales and Marketing
1. The Carvana Self-Service Experience
In 2017, Carvana went public with its car vending machine. It marked the start of self-service selling at scale. Most seller interactions have moved to remote or digital platforms. Companies call it “The Carvana Experience.”
2. Video-First Customer Journeys
Businesses across every field share a common thread. As the customer moves from prospect to client, digital communication increases. Video calls are preferred to phone calls for team meetings, vendor check-ins, and sales demos. This changes the dynamic from being heard to being seen on live video.
3. High-End ECommerce
Prospects now buy high-ticket items entirely online. We’re talking about purchases over $50k. Even middle-class buyers buy cars and houses without meeting anyone in person. The barrier to remote closing is gone.
Adapt or Get Phased Out
The companies that adapt their processes to these trends will capture more business than ever. Those that don’t will be phased out. It’s that simple.
But not everything is subject to change. At Be Known, we push for excellence while we find new ways to stay ahead. How do you train new team members, or yourself, when standards shift constantly?
We study principles, not just methods. This provides a solid foundation for our team and clients. Despite what gurus shout from their ads, there are things you can learn to build your business without redefining your entire infrastructure every week. You can devote your time, resources, and money to a strategy that actually makes you money.
The Three Constants That Never Change
Let’s get back to the basics. First, keep in mind what business you’re in. I can tell you right now, without knowing your mission statement, ideal customer, or website.
You’re in the “Solving People’s Problems” business. The one who does this most efficiently beats competitors time and time again. This also requires creativity in how you get your message out there. To do that, you must understand the basics.
1. Definition of Value
The best definition I’ve heard was passed down by my mentor, Don Hutson, author of Selling Value. Value is whatever your prospect defines it as. That will always hold true.
2. Needs Analysis
With this definition of value, you must find out how your prospect defines it. What do they need? If you don’t ask, you’ll never know.
The rise of digital selling makes needs analysis more vital than ever. If you aren’t there to ask them, how do you find out? One simple solution is incentivized surveys. Only people who buy your offer will want a discount, ensuring greater accuracy. Use the information to tailor your model to their needs for higher revenues.
3. Basic Human Psychology
Our survival needs haven’t changed. But our interests and expectations have. The amazing thing about modern selling is this: your innovations determine their expectations.
People change when the pain not to change exceeds the pain to change. It’s no different today. People buy when you remove all doubt they will be better off with your product and worse off without. People want their needs met. The company that is best known, most efficient, and most creative will win.
What are you doing to ensure your company’s success? There will always be new ways to do business. Like it or not, the decision is a popularity contest. If you’re in the marketplace, you’re next up for the talent show.
Sales Is Ultimately About Service
The service you provide isn’t limited to keeping cool with a heated prospect. True service, as Daniel Pink defines in To Sell Is Human, is “improving other’s lives and, in turn, improving the world.” He shares two major lessons.
Make It Personal
Don’t overlook the human element in selling, even in a digital world. People buy from people they trust.
Make It Purposeful
Everyone has a boss, even the CEO. As the business owner, your “boss” is your customer base. If your managers and team members feel neglected, you’ll see a poor customer experience and lower conversions.
How Be Known Ensures Your Success
At Be Known, we know that an enriching client experience requires hitting home runs on all three constants:
- Delivering exceptional value-add services
- Understanding our clients’ needs, not just surface-level wants
- Following principles of basic human psychology and buyer behavior
We challenge you to think about how you can make better decisions for your business by keeping these top of mind. To your success!
Frequently Asked Questions
What does it mean to thrive in the post-pandemic world?
Thriving means you adopt digital-first selling. It means self-service models and video-based talks. Buyers want convenience and speed. Companies that adapt to these shifts capture more business. Competitors who cling to old methods fall behind.
What is the Carvana Experience?
The Carvana Experience means self-service, digital-first buying. Carvana lets you buy cars online. You never meet a salesperson. This model has spread across industries. Remote and digital talks are now the new standard for sales.
How do I conduct a needs analysis in a digital sales environment?
Use incentivized surveys to gather insights. Offer discounts or bonuses in exchange for feedback. Only serious buyers will respond. That gives you accurate data. Use the results to tailor your offer and messaging to their needs.
Why are timeless principles more important than tactics?
Tactics change weekly. Principles like value definition, needs analysis, and human psychology stay constant. Building on principles saves time, money, and resources. You can focus on strategies that actually make you money. You stop chasing trends.
How can coaches and consultants adapt to high-ticket online purchases?
Build trust through video content, testimonials, and clear value propositions. Remove all doubt by addressing objections upfront. Use webinar funnels and automated demos to guide prospects. Make the buying process easy and self-service wherever you can.
What role does video play in the post-pandemic customer journey?
Video replaces phone calls in sales demos, team meetings, and vendor check-ins. It allows prospects to see and trust you. Video-first communication builds rapport faster and converts better than text or voice alone.
How does Be Known help businesses thrive in the post-pandemic world?
Be Known designs, builds, and runs paid ads for coaches and consultants. We use Meta, Google, and YouTube ads. We focus on timeless principles: value, needs analysis, and human psychology. Our systems are built for digital-first, high-ticket sales.