“I’ve got a lead for you”
“Can you recommend somebody?”
“Who would you trust to do this?”
“Do you have any French resource?”
“Can you recommend a good restaurant in ….?”
“Where can I find a supplier that can solve x problem?”
All questions that I’ve had recently and the answer? The answer was? I went onto social to find the answer.
The world has changed, there was a time that “search” meant Google, or Bing or duckduckgo.
As we become more sophisticated with use of the internet and search, we either ask Google more and more completed questions, or we go to the relevant network. For example, we now know that the answer to search are Amazon, or LinkedIn. One of the reasons why Google has to keep changing the algorithm is that they have to “delight” with the response otherwise we go elsewhere.
You have won some business and need a French speaking resource, you will not look at an internal system, you will look at LinkedIn.
Let’s think about a traditional sales model.
Sales people chase around people trying to “pitch”, hoping that somebody will think that what they are selling will resonate in some way. The problem is that:-
- Nobody likes being sold to.
- 97% of people are not buying at any one time.
- There are a bunch of people that we are just not to get on with.
Salespeople are on LinkedIn and they seem to do whatever they can to repulse buyers.
We also have situations where we drive for 2 hours, have an hour meeting and drive home for two hours. Investing a day, and we only have 200 a year to make our number. Only to find out that the person does not like us and we wasted the time.
How about if we could change all that and actually want people to want to meet us.
So here’s a thing – Have a look at Pricilla’s Linkedin Profile https://www.linkedin.com/in/priscillamckinney/
I always use Priscilla who is a partner / reseller of our in North America, I always show this people as an example. When you read it, it lifts of the page, you want to meet her. the fact that she will tell you what she does, never phases anybody. Because they want to meet her.
This is transformation.
From a Linkedin profile that people are not interested in, which means they are not interested in you, your company or your products. To a LinkedIn profile where people are actually wanting to meet your sales people.
You may say, I don’t like Priscilla’s profile. Excellent. If you don’t like her profile, then you will never like her and she will never waste time in talking to you, only to find you don’t like her.
It qualify in the people who will buy from her and qualifies out the people who will never buy from her.
This is where you see the efficiency and effectiveness savings over the way sales used to be conducted. I talk in the “past tense” as Priscilla is already doing this and so are our other clients.
This is where the magic starts!
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