How can you attract customers by listening to the new media?
One selling secret that is infrequently used is your ability to respond in an effective manner to inquiries and engagements of prospective customers. This is how you create relationship customers through your response ability.
Has the new media reality made it more difficult to get a conversation opportunity with your customers?
In the past sales reps would seek out their prospective customers and present their products and solutions to them. Today, buyers seek out (through search) the solutions they are looking for. Then they evaluate by reviews and online talk and opinions of people with questionable qualifications and experience that give advice on the specific subject.
With all the available information at our fingertips, people feel they can do their own research without the assistance of a sales rep. They feel they can get more diverse perspectives before they make a buying decision. The sales rep of today must become the online expert in his/her specific niche to gain the authoritative position in his/her category. This is the only way you can be found in the new media with keyword searches.
We used to cold-call and get appointments to present while attempting a closing sale. With all the demands on our time these days, it’s getting harder to get that sales appointment. We learned, in order to sell more, simply shut up and listen more. That’s relatively easy in a face to face conversation. You ask and you listen. But, how do you do this in the new media reality.
New media lends itself to allowing the buyer to search and find what they are looking for and then to evaluate and choose. The selling process is much more subtle than it used to be. We need to adapt our selling methods and processes if we want to compete effectively.
Selling your product today requires that you take a different approach of putting your solution out there for the world to see and then optimizing your content in such a manner that your solution is easy to find. As you do, people who are interested will follow, fan, and friend you. This provides you with a unique opportunity to engage and listen to your prospective customers.
This strategy can become your web marketing business. You are now in the business of using the web to find your future clients, rather than cold-calling.
I’d like to share 3 unique methods of listening using the new media reality in my Weekly Sales Call. Join me on the call or view a replay where we will talk more about this topic. Thanks. …Howard
I especially liked your description of how people shop today. You described my methods of shopping, which I had not analyzed to the level you provided. That enlightenment convinces me that my social media needs some enhancements.
Thanks for your relevant and usable information.
Martyn
Howard,
Very concise description of the new market out there. It reminded me in particular to keep commenting. Thanks, I will try to catch it live next week.
Bob Stewart
You are spot on Howard. Clients/Customers are savvy researchers these days. They want to seek first and buy later in this new media world. The interesting part to me is that there doesn't seem to be a good guage in getting to YES like there was in the old ways of sales. And what I love about it is that the new ways to engage people has gone from the 1-1 to 1-1k, so perhaps that data on getting to yes isn't important anymore. We know it takes the average adult to see/hear something 7-8 times (and I heard 9 online) before they test drive. To me that says the key is to keep consistent messaging flowing.
@Martyn @Bob @Tammy – Thank you for your comments. @Tammy – You are correct that it is difficult to get to a YES using the old sales process. And, today, the customer has usually had many multiples of virtual engagements prior to inviting you to “sell” them your service.
I believe we are in a transitional period where the sales process is evolving to a place where the customer is in control. And, in most cases, the customer knows more about the product and service they are asking the sales rep to provide for them.
Today's sales process is looking more like the old retail sales clerk that guides the customer to the options available for customers that entered the store knowing previously exactly what they wanted. There's no need for presentations. The World Wide Web has already presented the product/service.
As sales people we must adapt our method of connecting and closing the sale because we are only involved in only 1 of of 6 steps now and it is by invitation only. Whereas before, we initiated and seemed in control in about 7 steps. This takes a whole new mindset. Those who do not adapt will be your competitors chasing you.
I will be elaborating on this more in next week's sales call, Selling With Social Media. I hope you can join me. Thanks. …Howard
@Martyn @Bob @Tammy – Thank you for your comments. @Tammy – You are correct that it is difficult to get to a YES using the old sales process. And, today, the customer has usually had many multiples of virtual engagements prior to inviting you to “sell” them your service.
I believe we are in a transitional period where the sales process is evolving to a place where the customer is in control. And, in most cases, the customer knows more about the product and service they are asking the sales rep to provide for them.
Today's sales process is looking more like the old retail sales clerk that guides the customer to the options available for customers that entered the store knowing previously exactly what they wanted. There's no need for presentations. The World Wide Web has already presented the product/service.
As sales people we must adapt our method of connecting and closing the sale because we are only involved in only 1 of of 6 steps now and it is by invitation only. Whereas before, we initiated and seemed in control in about 7 steps. This takes a whole new mindset. Those who do not adapt will be your competitors chasing you.
I will be elaborating on this more in next week's sales call, Selling With Social Media. I hope you can join me. Thanks. …Howard
buy lipitor 10mg pill buy lipitor 40mg online cheap lipitor 10mg canada
constantly i used to read smaller articles that also clear their motive, and that is also
happening with this piece of writing which I am
reading at this time.
Does your website have a contact page? I’m having a tough time locating it
but, I’d like to send you an email. I’ve got some ideas for your blog you might be
interested in hearing. Either way, great site and I look forward to seeing it develop
over time.
I think what you composed made a great deal of sense.
But, consider this, what if you wrote a catchier title?
I mean, I don’t want to tell you how to run your website, however what if you added something that
grabbed a person’s attention? I mean Selling Response Ability – Sensible Selling by
That Sales Guy is a little plain. You might peek at Yahoo’s front page and see how
they create news headlines to grab people interested. You might try
adding a video or a picture or two to grab people excited about what you’ve
written. Just my opinion, it would bring your blog a little bit more interesting.
Wonderful post however , I was wondering if you
could write a litte more on this topic? I’d be very thankful if
you could elaborate a little bit further. Many thanks!
Its like you learn my thoughts! You appear to grasp a lot approximately this, like
you wrote the guide in it or something. I think that you
can do with some percent to power the message house a little bit, but other
than that, this is great blog. A fantastic read.
I’ll certainly be back.
When some one searches for his essential thing,
therefore he/she desires to be available that in detail, so that thing is
maintained over here.
Do you have a spam problem on this site; I also
am a blogger, and I was curious about your situation; many of us have developed some nice practices and we are looking
to trade strategies with other folks, why not shoot me
an e-mail if interested.
Hi, constantly i used to check weblog posts here in the early hours in the dawn, as
i like to gain knowledge of more and more.
buy cipro paypal – buy cheap generic septra clavulanate where to buy
cheap cipro – buy generic clavulanate for sale augmentin cost
Wow, this paragraph is fastidious, my sister is analyzing
these things, so I am going to tell her.
You actually make it appear really easy along with your presentation but
I find this matter to be actually something that I believe I would never understand.
It seems too complicated and extremely vast for me.
I’m taking a look forward to your next submit, I’ll try
to get the hang of it!
Hello! Someone in my Facebook group shared this website with us so
I came to take a look. I’m definitely enjoying the
information. I’m book-marking and will be tweeting
this to my followers! Wonderful blog and superb design.
I am in fact grateful to the holder of this site who
has shared this fantastic paragraph at here.
wonderful publish, very informative. I ponder why the opposite experts of this
sector do not understand this. You must proceed your writing.
I’m confident, you’ve a great readers’ base already!
This web site really has all of the information and facts I needed
concerning this subject and didn’t know who to ask.
We’re a gaggle of volunteers and opening a brand new scheme in our community.
Your website provided us with useful information to work on. You’ve done a formidable activity and our whole group might be thankful
to you.
Hi! Quick question that’s completely off topic.
Do you know how to make your site mobile friendly? My web site looks weird when browsing from my apple iphone.
I’m trying to find a theme or plugin that might
be able to fix this issue. If you have any recommendations, please share.
Cheers!
Paragraph writing is also a fun, if you be acquainted with then you can write or else it is
complex to write.
I am truly glad to read this blog posts which contains lots of useful facts, thanks
for providing these statistics.
This is a topic which is near to my heart… Take care! Where are your contact details though?
Thanks for another excellent article. The
place else may just anyone get that kind of info in such an ideal manner of writing?
I have a presentation subsequent week, and I am at the search for such info.
Hey there! I’ve been reading your weblog for a while now and finally got the courage to go ahead and give you a shout out
from Dallas Texas! Just wanted to say keep up the great work!
What’s up Dear, are you truly visiting this web page regularly, if
so after that you will without doubt obtain fastidious experience.
Thank you for the good writeup. It in fact was a amusement account it.
Look advanced to far added agreeable from you! By the way, how could
we communicate?
Very good post. I’m experiencing some of these issues as well..
This is a very good tip especially to those fresh to the blogosphere.
Brief but very accurate information… Thanks for sharing this one.
A must read post!
Wow, marvelous blog format! How lengthy have you ever
been running a blog for? you make blogging look easy.
The whole glance of your website is magnificent, as well as the
content material!
First off I would like to say great blog! I had a quick question which I’d like to ask if you do not
mind. I was interested to find out how you center yourself and clear your mind prior to writing.
I’ve had difficulty clearing my mind in getting my ideas out there.
I truly do take pleasure in writing however it just seems like the first 10
to 15 minutes are lost simply just trying to figure out how to begin. Any recommendations or hints?
Appreciate it!
Hey I know this is off topic but I was wondering if you knew of any widgets I
could add to my blog that automatically tweet my newest
twitter updates. I’ve been looking for a plug-in like this for quite some
time and was hoping maybe you would have some experience with something like this.
Please let me know if you run into anything. I truly enjoy reading your blog and I look forward
to your new updates.
hey there and thank you for your info – I’ve certainly
picked up something new from right here. I did however expertise several technical points using this site, as I experienced to reload the website a lot of times previous to I could get it to load correctly.
I had been wondering if your hosting is OK? Not that I’m complaining, but sluggish loading
instances times will very frequently affect your placement in google and could
damage your high-quality score if ads and marketing
with Adwords. Anyway I am adding this RSS to my email
and can look out for much more of your respective fascinating content.
Make sure you update this again very soon.
Hello there, I think your site may be having browser compatibility issues.
Whenever I take a look at your blog in Safari, it looks fine but when opening in Internet Explorer,
it has some overlapping issues. I simply wanted to give you a
quick heads up! Other than that, wonderful blog!
Hello my loved one! I wish to say that this post is awesome, nice written and come
with approximately all significant infos. I’d like to
look extra posts like this .
Thanks for ones marvelous posting! I quite enjoyed reading it, you are a
great author. I will always bookmark your blog and definitely will come
back in the future. I want to encourage you continue your great posts, have a nice weekend!
It’s awesome to go to see this web site and reading the views
of all friends about this article, while I am also eager of getting familiarity.
This paragraph will help the internet users for creating new web site or even a weblog from start
to end.
Hey this is kind of of off topic but I was wanting to know if blogs use WYSIWYG editors or if you have to manually code with HTML.
I’m starting a blog soon but have no coding knowledge so I wanted to get guidance from someone with experience.
Any help would be enormously appreciated!
I was recommended this web site by my cousin. I am not sure whether
this post is written by him as no one else know such detailed
about my trouble. You are incredible! Thanks!
This paragraph will help the internet visitors for building up new web site or even a
blog from start to end.
I’m curious to find out what blog platform you’re utilizing?
I’m experiencing some small security issues with my latest website and I would like to find something more
secure. Do you have any recommendations?
At this moment I am going away to do my breakfast, when having my breakfast coming yet again to
read further news.
Good post. I learn something totally new and challenging on sites I
stumbleupon on a daily basis. It’s always interesting to
read content from other authors and practice a little something from
their web sites.