Recently, I’ve been fortunate enough to be working with the World’s 1st Certified LinkedIn training company (www.how-to-really-use-linkedin.com) and we’ve launching them here in the UK (www.reallylinkedin.co.uk). We’re showing companies how to use LinkedIn as a commercial tool to find new clients, and staff members.
As a result of spending so much time learning how to use this new technology to generate leads and make sales, it’s made me observe how the internet and social media have influenced the selling profession.
Why have sales methods evolved?
In order to understand the answer, we need to remind ourselves that we as humans constantly evolve. As a result, so must our sales techniques.
Over the past few years we’ve seen the internet and social media take off like wild-fire. Buyers can now google, read forums and get recommendations before they’ve even left the couch to buy their new widget.
All of these new forms of ‘research’ have empowered Buyers to buy in their time, in their form and at their leisure.
What does this mean?
Well essentially, unless we evolve, many of the sales techniques that used to work will produce consistently less and less.
Buyers are more aware and have more power in the sales process than ever before. Buyers often know more about your competitors products/services than you might.
This may seem obvious, however, it’s a fundamental shift to the buying process. Instead of people coming to you for answers, they can find out themselves. And, they’ll do it when they’re ready.
And, if they search and don’t find you, they’ll find someone else…
Become The Expert
This is why, we all need to position ourselves as the expert. That way, people will search for your information and seek your advice.
Likewise, the messages we release must connect and differentiate us from our competition. Unless you stand out, you become part of the crowd. When you’re an expert you lead!
When you’re perceived as the expert you will stand out from your competition. And instead of selling, people will come to you to buy.
So, what can you do to become more of an expert?
What can you do to differentiate yourself from others?
Best of luck applying and feel free to leave a comment below, I hope to hear your thoughts.
Michael (Mike) Clark
If you want a deeper understanding about how Michael (Mike) Clark thinks and works or like to get in touch, feel free to do so here: www.reallylinkedin.co.uk