June 2020

June 2020

Strategies for Success Newsletter June 2020 Issue 174


Published by Emily Huling Selling Strategies
Copyright 2020 Emily Huling. All rights reserved.


In this June 2020 issue:

  1. Thoughts from the Office
  2. Thoughts from Home
  3. Josmo’s Cafe
  4. Stay Energized
  5. Emily Live


Connection update

WFH/WFA (anywhere) – My only business phone number will be my current cell phone number which is 704-516-5114. Connect with me by phone or video conference.


  1. Thoughts from the Office

In sales? Now what?

In mid-March, we were suddenly enveloped in fear, uncertainty, and inconvenience. My advice to those in sales was to hold off soliciting new business. I suggested the focus be on connecting with, helping, and taking care of current clients. That was appropriate advice given the circumstances. Ten weeks later, we have arrived at a new norm with new opportunities. It’s time to get back to growing your business! Five strategies to make that happen are:

  1. Check your mindset. Is your mental state scarcity or abundance? The scarcity mindset may look like playing it safe, worrying about the future, and believing others are in dire straits and won’t be interested in what you have to offer. That attitude will decimate your career. Successful salespeople have a mindset that sees both possibility and opportunity in every connection. It’s curiosity and creativity that fuel the confidence that you make a positive difference in the lives of others. And you do!
  2. Research and assess how consumer behaviors and buying trends are changing. How does this change your sales process?
  3. Deliver your value proposition to all you encounter. What is your value proposition? Is it time to redefine it?
  4. Rethink who is on your prospect list. Pay attention to business trends, fading businesses, emerging businesses, and existing clients who are reinventing and expanding their businesses.
  5. PROVE yourself. Problem solver. Relationship builder. Open to buyer needs and budget challenges. Be Visible using a variety of communication channels. Educate by using your knowledge and expertise to help buyers make the right decisions.

Based on my observation of these changing business times, here are classes of businesses showing great growth potential. Construction, landscaping, home improvement and repair, commercial and residential cleaning both service and suppliers, grocery stores and specialty food stores, online-only retailers, leisure and recreational goods including gardening, camping, all types of recreational vehicles, boats, fitness equipment, meal preparation and food home delivery services.

A final reminder. A client recently told me of a new commercial account they wrote. The current agent failed to do an account review which would have revealed a changed business warranting classification and payroll adjustments resulting in a lower premium. Two takeaways. It’s critical to take care of your existing clients so they don’t have reason to leave. Those seeking new business have opportunities when an agent is sleeping on the job. When you do both of those things, your continued success is assured!


  1. Thoughts from Home

A masked smile

When you wear a mask and smile, does anyone see it?

I’ve been asking myself that question for the past few weeks as we reenter the world – masked. Extrovert that I am, I smile at people I don’t know. Most of the time, I get a big smile in return. It’s one of the joys in my life. There’s an old saying, “If you meet someone without a smile, give them yours.”

So how am I dealing with this new reality? I’m still smiling at people with my mask on. A broader smile since I need to be sure it shows in my eyes. I nod to acknowledge folks. I say hello or excuse me as before even though it sounds mumbled.

Slowly, people are getting accustomed to going about their business with a mask on. Let’s not let that visible barrier prevent us from being friendly and connecting with others. In fact, we need that emotional connection now more than ever.


  1. Josmo’s Café

It’s time for summer salads! Our State, our wonderful North Carolina magazine, published the recipe Lemony Pea and Mint Salad in the April issue. It’s fabulous! I use the fresh mint I grow in my herb garden. (That is until the raccoon devoured all of my herbs! I have replanted and my herb planters are now sitting inside a large dog crate with extra locks!)

Don’t forget our other great summer sides to enjoy including Baked Vidalia Onions and Pickled Summer Squash. Both are big hits with our Josmo’s Café guests!

Gluten-free eaters, I want to tell you about two great store-bought cookies I found that are as good as the real things! If you miss the Girl Scout Thin Mint cookies, try Goodie Girl Mint Cookies. Looking for a crisp ginger snap cookie? I discovered Mi-Del Ginger Snaps. I hope you can find them in your store since they are popular!

Check out the story of how Josmo’s Café came into being and dozens of other Josmo’s Cafe recipes on our website.


  1. Stay Energized

Feel good videos for your coffee break today.

I badly miss going to the theater, so I was thrilled to get my musical fix compliments of James Corden, Emily Blunt, and Lin Manuel Miranda. 22 Musicals in 12 Minutes. It’s delightful! I’ve watched it numerous times!

Two great laugh-out-loud pandemic videos to watch are The Holderness Family’s Training for Real Life and from imomsohard I Appreciate Teachers So Hard.

Our Energizer Minute podcast for June to stay sane is Seek Help.

Follow me on Twitter @EmilyHuling to read my weekday Energizer Moments.


  1. Emily Live – Still working from home!

Connection update

WFH/WFA (anywhere) – My only business phone number will be my current cell phone number which is 704-516-5114. Connect with me by phone or video conference.


Please share any of my free stuff, articles, or newsletter content when proper credit is included.

Selling Strategies: Strategies for Success Newsletter is published by Emily Huling Selling Strategies. For further information, contact emily@sellingstrategies.com.

© 2020 Emily Huling Selling Strategies All rights reserved.

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