The sales game today is played much differently than it has been in the past. One of the big changes is the technology and how it affects your business. One of the questions I ask sales people is – How does a prospect find you online and when they do find you what do they discover?
There is now a digital fingerprint for all of us. Can a prospect or client easily find you online? LinkedIn, Twitter and Facebook are three business social media sights. There are many more sights that can be searched. The issue for you is what will people find when they search your name on social media. Can they find you? What are known for in your industry? How are you recognized and what are clients saying about you? And what will they find about you that may not be flattering.
What are you doing with social media to get the appropriate messages out to the world? What are you doing to keep things fresh and up to date on your sites. My advice is that each quarter you take time to update your details, get testimonials, and add new content. What are you doing to share your sales message. YouTube is now the number one search engine. What video do you have posted on your self, your business, your industry and your company. What does your LinkedIn page say. I am always fascinated with what sales people have on their LinkedIn page – or lack of information. Who has endorsed you, what testimonials do you have from colleagues, clients or industry guru’s.
By the time a prospect get’s to you they have researched a lot of information online. They know as much or more about your business than you may know. They have read blogs, industry data and tried finding out about you. So when they find you online are they feeling confident about you or do they have more questions and are not sure they trust you? Remember the sales game is still built on trust and relationships. Prospects begin building a relationship with you the minute they find you online – for better or worse.
So take some time to make sure your online brand is consistent and matches the image you want to present.
Author: Bill Sayers
Bill has been praised for his leadership, common-sense approach and ability to inspire sales people to new levels of success. His easy manner and strong public-speaking skills make him an engaging facilitator. Bill connects with senior executives and sales professionals alike, as he shares his real-life experiences and provides the appropriate tools and strategies for success in today’s business world.