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Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
Improving Sales With Better Dialogue 4 21 09
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Improving Sales With Better Dialogue 4 21 09

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Introduction to the new sales cycle and Social Media\'s impact.

Introduction to the new sales cycle and Social Media\'s impact.

Published in: Business, Technology
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  • 1. * BusinessWeek, Feb 19 2009 For companies, resistance to social media is futile*. –
  • 2. Sales with Web 2.0 is a Dialogue <ul><li>Is the insight and interaction you have with your customers as outdated and obsolete as the phone book? </li></ul><ul><li>Paper </li></ul><ul><li>No color </li></ul><ul><li>Doesn’t travel </li></ul><ul><li>No fuzzy logic </li></ul><ul><li>Updated annually </li></ul><ul><li>No depth of insight </li></ul><ul><li>No personalization in message </li></ul><ul><li>No standards or best practices to follow </li></ul>
  • 3. Sales with Web 2.0 is a Dialogue <ul><li>Wouldn’t you rather the insight and interaction you have with your customers be leading edge? </li></ul><ul><li>SEM </li></ul><ul><li>Text </li></ul><ul><li>Email </li></ul><ul><li>Webinars </li></ul><ul><li>Podcasting and Vodcasting </li></ul><ul><li>Blogosphere and Microblogosphere </li></ul><ul><li>On Line Communities and Group affiliations </li></ul><ul><li>New thinking: Selling is hard, but buying is easy.* </li></ul><ul><li>*From Frank Rumbauskas, author of Never Cold Call Again: Achieve Sales Greatness Without Cold Calling </li></ul>
  • 4. Sales with Web 2.0 is a Dialogue <ul><li>Web 2.0 gives you an opportunity to be available and communicate with thousands of prospects at once, at their convenience, with minimal effort on your part. </li></ul><ul><li>Web 2.0 allows you to utilize your best pitch repeatedly by positioning the message in various media outlets. </li></ul><ul><li>A statement of reassurance, people still want to buy from people they know and trust, give them a reason to trust you. Open communication without corporate controls creates transparency and as a result, trust. </li></ul>
  • 5. Sales with Web 2.0 is a Dialogue <ul><li>The classic sales cycle with a different spin, the BUYING cycle, think differently about each contact for the following stages: </li></ul><ul><li>Groundwork </li></ul><ul><li>Recognition </li></ul><ul><li>Attention </li></ul><ul><li>Commitment </li></ul><ul><li>Execution </li></ul><ul><li>Development </li></ul>
  • 6. Sales with Web 2.0 is a Dialogue <ul><li>Groundwork - Take a dry run through the buying process. </li></ul><ul><li>Where are you looking for information? </li></ul><ul><li>How quickly can you find what appeals to you? </li></ul><ul><li>What characteristics do you have in your offer that resonate in the marketplace? </li></ul><ul><li>What can you mimic from the positive experiences you have? </li></ul><ul><li>How do you feel about the companies that respond to your inquiry? </li></ul>
  • 7. Sales with Web 2.0 is a Dialogue <ul><li>Recognition - How can people looking for your products or services find you today? </li></ul><ul><li>Website – at $2 per domain and $18 hosting why not? </li></ul><ul><li>Simple tools for improving search </li></ul><ul><li>Blogs and other short communication services </li></ul><ul><li>Podcasts </li></ul><ul><li>Free downloads of success stories or white papers </li></ul>
  • 8. Sales with Web 2.0 is a Dialogue <ul><li>Attention - How many years has your catalog been the primary sales vehicle? </li></ul><ul><li>Must offer an incentive for contact </li></ul><ul><li>Use the channels available (repeat the message so it can be heard) </li></ul><ul><ul><li>Direct </li></ul></ul><ul><ul><li>Email </li></ul></ul><ul><ul><li>Fax </li></ul></ul><ul><ul><li>Phone </li></ul></ul><ul><ul><li>Text </li></ul></ul><ul><li>Use your referral program </li></ul>
  • 9. Sales with Web 2.0 is a Dialogue <ul><li>Commitment - Timing, being everywhere all the time will fix timing issues and facilitate buying. </li></ul><ul><li>Regular interaction via a quality, unbiased, informational content vehicle </li></ul><ul><li>Social Communities and Groups </li></ul><ul><li>Social Communities and Groups for customers </li></ul><ul><li>Two way interaction (Webinars, Twebinars and Slideshares) </li></ul>
  • 10. Sales with Web 2.0 is a Dialogue <ul><li>Execution – This can happen without you being there </li></ul><ul><li>Communication prearranged </li></ul><ul><ul><li>Executive Assitant </li></ul></ul><ul><ul><li>Referral </li></ul></ul><ul><ul><li>Cross sell </li></ul></ul><ul><ul><li>Upsell </li></ul></ul><ul><li>Recording and sharing content </li></ul><ul><ul><li>Video </li></ul></ul><ul><ul><li>YouTube </li></ul></ul><ul><ul><li>Twitter backchannels </li></ul></ul>
  • 11. Sales with Web 2.0 is a Dialogue <ul><li>Development – Making the relationship grow </li></ul><ul><li>Make good feedback easy </li></ul><ul><ul><li>Blog </li></ul></ul><ul><ul><li>Digg </li></ul></ul><ul><ul><li>Retweet </li></ul></ul><ul><ul><li>Events (on or off line survey) </li></ul></ul><ul><li>Accept bad feedback and learn from it (human element) </li></ul>

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