A question you should ask is, “What are the criteria upon which you’re going to make this decision?” Prospects tend to have a checklist they run through when making decisions. You need to know what is on their checklist.
To take control, ask great questions. Questions that are insightful. Questions that help you be a better resource. Questions that they don’t typically hear from salespeople. You will impress prospects by the questions you ask, not the things you say.
When times are good, or when you are busy closing deals, there is a tendency to ease up on, or even stop, prospecting. This will cause too many up and down sales cycles. Always stay disciplined with prospecting.
Each “Best in Class” sales organization has a sales system that is instrumental to its success. It may be one that they created themselves, or it could be a system created by a sales development organization. What system are you using?
Make your Social Media a place where your potential customers and clients can come to get their questions answered. Answering those questions in a timely manner shows that you aren’t just good at what you do, a true “expert”--but also that you want to help. It really shows you care.
Blogging definitely needs to be a part of the Social Media marketing discussion. Your blog gives you a better opportunity to tell stories, educate your audience and connect with them on a level deeper than the snippet that other platforms allow.
Having a presence on Google Plus is imperative if you have a location and want additional benefits from search results. When you are logged into your Google account, the search results you get are personalized and will include posts from Google Plus.
The first question you should ask yourself before you start marketing on Social Media is “Why?” What are you hoping to accomplish? Who are you trying to reach? Hint: The answer shouldn’t be, “to grow my business.” What more can you offer by being social?
It’s not an absolute. When you send an e-mail, you can be fairly certain it is received. Social Media is a bit different. It’s about opportunity and about creating brand recognition and the online reputation we all need.