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Did You Know?

Many salespeople have learned to tap the power of social media, but some organizations still consider social media tools as pointless and risky.

While this is understandable, especially if sales reps are left without guidelines for developing and sharing content, the down side of restricting the use of social media might be far greater.

Here are 3 effective ways to use social media in sales:

  1. Connecting… social networks facilitate connecting and, in many cases, discovering who is connected to whom, who has changed jobs, who can you help, who might be a good referral source or for finding "multiple ins" to a prospect organization;


  2. Mining… or the practice of using automated tools and applications to find, filter and deliver relevant information that might serve as a value-added reason for getting in touch with customers or prospects; many organizations "mine" to keep track of what's being said about their own organizations as well. A few examples include:

    Twilerts — a service that sends you alerts via email when your search terms or keywords are used on Twitter

    Google Alerts — a free service that sends alerts for your chosen search terms or organization names when they are found in Google

    TweetDeck — a free app that allows you to monitor Twitter for search terms and follow selected lists of Twitter users

  3. Reaffirming value… a proven method of establishing increased value is to provide value in ways that may be, or at least seem, unrelated to the products and services you offer; social media sites are all about sharing value-added content to enhance brand value, which can ultimately shorten selling cycles.


 Selling Quotes
"It's not who you know, it's what you know about who you know."
—John Jantsh 
"Character consists of what you do on the third and fourth tries."
—James Michener 
"There are no shortcuts to any place worth going."
—Beverly Sills  
"When you have exhausted all possibilities, remember this: you haven't!"
—Thomas Edison 
Paul Charles & Associates
519 Mammoth Rd - Londonderry, NH 03053
[603] 537-1190
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What do you see when you first look at the image to your right?

As you may already know, some of us are predisposed to see a younger woman when we first look at the image, while others have a tendency to first see an older woman.

Similarly, when receiving unexpected sales calls many (if not most) people are "predisposed" to think the calls are neither important nor worthwhile.

Therefore, when making outbound prospecting calls, leaving voice mail messages, or sending business development emails, it's important to maintain a keen awareness of this "predisposition" and recognize that we only have a few seconds to make a positive impression on our audience.

As a good first step, we should be prepared with a strong introductory statement or subject line.

Let's start with our outbound call/voice-mail introduction. As noted in an earlier issue, the objective is to craft an opening statement that begins with the following ten words: "Hello, my name is ______ ________, and I'm calling because…"

But here's the challenge… the word that will follow the word "because" can NOT be one of the following: "I," "we," or "our." In other words, our opening "I'm calling because…" statement must be about them rather than about us.

Sound tough?
Here are three options that solve the challenge for completing our opening statement with a statement that is about "them" and that might help us develop more new business in less time:

A good approach — Industry-specific: "I'm calling because of the current economy's impact on widget companies such as yours, in particuar making it more difficult to develop new business opportunities. Would you like to discuss how we've helped others in your industry solve this problem?"

A better approach — Company specific: "I'm calling because of the recent article in our local trade journal which indicated your widget company has just hired several sales people. Would you like to discuss how we have helped others in your industry enjoy faster ramp-up times by…"

An even better approach — I've been referred: "I'm calling because your colleague "So-and-So" suggested we might be in an ideal position to help you enhance your business development effort…"

The same options are easily transferrable to email subject line content — if our subject line clearly expresses WIIFT (What's In It For Them), then people will be more inclined to open our email.

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A Few Quick Seconds...

Here are a couple of related articles from past issues you might have missed, and which generated especially positive feedback:

Opening Remarks
Introducing ourselves at the start of a business meeting, sales call, or presentation might seem like an automatic task, similar to putting the key into the car's ignition or tying a pair of shoes.

But there is more to introductions than just identifying names and affiliations, and many experts agree that the first impressions made during these encounters can have long-lasting affects on how people react to what we say.

Read full article

Remind Me
How often must we remind our customers of the value we bring to the table?

Is a once-per-year reminder sufficient? How about twice per year? Three times? How often is too often…?

Read full article