In our sales training seminars, we’re often asked, “What can I do to differentiate myself?” This seems to be an extremely common issue for salespeople. With the accessibility of GOOGLEized information, prospects already know a lot about you and your company before you ever talk to them live. The problem is, the information they find using GOOGLE often resides in a generic, flat, loaded-with-marketing babble, static, boring, crowded, all-but-worthless website.
What to do?
BLOGGING is your answer. If you don’t think blogging for salespeople is a good idea—great. Enjoy your mediocrity. Without getting into all the technical details, just know this:
- People always start looking for things on Google. ALWAYS.
- Google likes to send people to sites that are the most RELEVANT to what people are looking for.
- Google likes it when sites contain meaty, meaningful, REAL content directly related to the concept they represent.
- Google likes BLOGS because they do #2 and #3 above.
Why Salespeople Should Blog
- You will become FAMOUS in your industry. You probably have immense amount of knowledge your prospects could benefit from knowing. Blogging allows you to share your knowledge with the world. This is your way to become WIDELY KNOWN in your industry. FAMOUS people get more deals at higher margins. They get paid for their knowledge and expertise. Imagine having a waiting list to work with you. Imagine it. Fun ‘eh?
- Prospects get to know YOU. The relationship is becoming increasingly more critical. People are thirsting for transparency. Blogging gives the world a peek into your mind and soul. You can say so much in a blog without saying so much.
- You create content you can use to prospect with. How many times have you been sitting, staring at the phone wondering what you could possible say to this prospect that you haven’t said on the previous 8 calls? With a blog you get a REASON TO contact them AND a way to stay in touch with them on a regular basis.
- You become an expert. Check out www.directmaildiva.blogspot.com Stephanie is one of my clients. She’s had her blog for 4 weeks and has already closed business from it. The cool thing about blogs is that the more you do it, the more it pays. It’s like investing—exponential returns.
If you want to really step into the new millennium, check out www.compendiumblogware.com. Chris Bagott’s company is on the forefront of something huge. Blogging is the way to share knowledge and form relationships with new customers. Chris’ company is leading the way in helping companies in this area. (BTW—Chris has no idea who I am.)
E-mail me if you want some help. I’ll charge you for it, but the economics are hugely in your favor. NOW, EITHER CALL ME (317-575-0057) OR GO BLOG.
{ 3 comments… read them below or add one }
I completely agree. If you believe, as I do, that differentiation can prevent commoditization, there is no better way to differentiate yourself then through building and deploying personal capital with your customers. Blogging is a great way to accomplish this.
Thanks for the shout out Bryan! My blog is already helping me to establish myself as an expert in the direct mail field. Not only have I gained new business, but current clients seem more open to my consulting now that they’ve seen the blog. Thanks for all your help!
Stephanie
Yes Blogging is good.
The challenges I have had is managing the process - and - making decisions to increase the blog traffic.
It started as a “selling” blog, and ended up being a “World According To Me…” blog.
Traffic is huge.