Smart Prospecting That Works Every Time! by Michael D. Krause

Author:Michael D. Krause
Language: eng
Format: epub
Publisher: McGraw-Hill Education
Published: 2013-04-07T04:00:00+00:00

CONTROLLING COMMUNICATIONS

Social media is the new wave of selling. Make sure you’re using every technology option to your advantage.

Clearly, what you say, how you say it, and when you say it are vitally important in communications with prospects throughout the sales cycle. This applies to voice mails and e-mails, marketing collaterals, websites, LinkedIn profiles (corporate and personal), Facebook, YouTube, Twitter, Google+, webinars, Vimeo, Flickr, Tagged (www.tagged.com), MySpace, MyLife (www.mylife.com), Meetup (www.meetup.com), blogs, and any other ways you communicate with your prospects and the general public in writing or verbally.

Depending on the size of your company, you may not have much direct control over the communications on your website and marketing collaterals. However, it is incumbent on you to bring negative client comments back into your marketing organization for evaluation and possible changes when the collaterals or website is refreshed. Without that feedback, your company may continue to use a poorly designed website and collaterals that don’t support your sales efforts as they should.

What you do have complete control over is your personal communications: voice mails, e-mails, publicly available information and profiles about you, and texting. To participate in this highly connected business world, you must have a LinkedIn profile for yourself, and if there isn’t a company-developed profile that is maintained centrally, you may be able to set one up that serves that purpose for you and your prospects.

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