According to a recent article in Forbes, social media has changed marketing in many ways over the last few years. What some people haven’t realized, though, is that it’s also shifted the way sales teams have to react to what consumers want and need — and many are consequently falling behind.
As John Jantsch, the author of “Think Like a Marketer, Sell Like a Superstar” points out, sales pitches can’t just be information based, because so much information and content is now available at the consumers’ fingertips. “If sales representatives want to stay relevant, it’s time to change how they do business,” he points out.
If you want to be a better salesperson in your field, how can you think more like a marketer, while selling beyond your goals? Here are three things you should keep in mind for your job in sales.
1. Add Value Through Information Sharing
Rather than pitching your own information, read up on interesting industry tidbits for your potential customers. Clip articles they might find intriguing. It can make you truly stand out, and shows them that you have a deeper understanding of what their challenges are, and their needs. If you can show someone that you’re an authority and that knowing you can help them, it increases their perception of your value.
2. Not Giving Up When Social Media Doesn’t Immediately Connect You
“This is a long-term approach,” Jantsch says regarding social media. Rather than approaching it as a “post = client” formula, it makes more sense to see tweets and posts as a form of relationship building. It’s about the mindset of establishing a reputation as someone with experience in the field, and not just as “some person who wants to sell stuff.”
3. Learn How to Market Yourself
Recruitment firms are always looking for new bodies to fill opening positions at promising companies. How can you be the top pick? The job sales people are tasked with, ultimately, is to show people the value of the information they’ve been given. You can show people the value you would add to a sales team by doing in-depth information about any company you’re interested in working with. Learn to define yourself in clear terms, rather than hedging language. For example, “made 110% of a $4,000 sales goal” is more clear than “met and exceeded expectations.”
Are you looking for ways to improve your job in sales? Let us know in the comments. Find out more here.
