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30 11, 2015

11 Traits the new Salesperson Must Possess to be Successful

By |2017-03-03T12:06:49-05:00November 30th, 2015|Categories: Blog, Sales, Success|Tags: , , , , , , , , |0 Comments

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Today's salesperson.

Today’s salesperson.

Over the holidays I usually work for an event company demonstrating their product. I do this because it gives me an opportunity to keep in touch with the customers. I also get to talk with them about everything, including life. It’s interesting what people will tell you about themselves and their shopping habits.

Many businesses are still behind the “electronic eight ball” when it comes to their salespeople. The salespeople and the managers are still functioning like it was the 90’s. Although no more than 10-15 years ago, the world has changed dramatically since then. There are somethings that have remained the same; the salesperson still has to build rapport, overcome objections and close the customer. How it gets done has drastically changed. Customers are influencing each other when it comes to where they shop and what they buy. The customer is either “with us or against us.”

The salesperson is now an integral part of the marketing plan. More than ever the salesperson is not just closing the customer, but need to be driving the customer into the store. Here is what’s changed and how the salesperson can become a driving force to bring customers into the store.

I believe this is the profile of the new salesperson:

  1. Web savvy and can show the customer around your web site. Also knows how to link to your Pinterest, Houzz and Instagram photos. Has also created some YouTube videos for you about products.
  2. Understands how social media works and posts updates of customers and their products.
  3. Seeks affirmations and testimonials for customers for your web site. Is not shy about asking for referrals online. Also pays attention to your online reputation.
  4. Has an up-to-date LinkedIn profile with over 500 connections. Knows how to link up with businesses to expand his/her network.
  5. Is consistent in online postings. Posts weekly if not daily about products and new jobs.
  6. Has a smart phone and is capable of taking photos and posting. Can also show customers how to post online and “like and follow” your business on Facebook.
  7. Understands the value of Houzz and how it can help bring in more customers.
  8. Knows how to put together an event at your business as well as build the invitation online. Understand how online “meetups” can help you build a customer base.
  9. Understands that “tweeting” is not just for the birds. Tweets regularly and has a following.
  10. If he/she doesn’t already have a blog, is considering one to help build a “personal” brand.

Most important can help you figure out why your IPhone won’t turn off. Every business needs people with technology skills. Let’s face it, change starts from the top; the salesperson can’t do it alone.

Thanks to “In search of sociable salespeople,”  for the photo.

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10 12, 2009

Still Attached To Your “Dumb” Phone?

By |2017-03-03T12:07:14-05:00December 10th, 2009|Categories: Web/Tech|Tags: , |0 Comments

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Rotary_270x232I knew it would come to this. Not only has the pay phone gone but so too has the house phone. 

You know, the one attached to the wall.

While helping my friend Mary clean out her mom’s home recently (her mom had recently gone to a nursing home) I noticed an old dial telephone on the shelf.

“Mary," I asked. "Could I have your mom’s phone?" 

Of course she replied "yes," but not until she asked "why?"

I told her it will probably be a collector’s item and besides, I won’t have to worry about losing it.

The longer I looked at the phone, however, the stranger it looked. It really is a relic.

The latest Forrester Research tells us that the number of smart phone users who access the Web daily from their phones is 36%. In addition, 80% of Americans are online which makes you wonder, in addition to Irma, my 94 year old neighbor, who isn’t online?

Another interesting statistic supports that three-quarters of these Americans have broadband, and have not yet added mobile or social network strategies to their marketing mix. I know, many of you that belong to the “I’m not going on Facebook ever” group are gloating. Don’t get too complacent, the latest statistic about Facebook is: if it were a country, it would be the third largest in the world. I never thought I would get myself involved with FarmVille or the Mafia Wars on Facebook, but they really are fun.

I would say it’s just a matter of time until we all move to mobile phones and Facebook. According to Henry Harteveldt, Forrester VP and principal analyst, one in four use their mobile device to research products they will buy either online or offline. For one thing, it’s easier. Forrester predicts that mobile will become the hub of consumer relationships. And it will be all about Apps.

I don’t have an iPhone but I am enamored with their Apps. If you need to know anything, just ask an iPhone user and they have an “App” for it. 

Want to know about the weather? They have an App. 

Want a recipe? They have an App. 

As Yahoo! defines it, an App — or application — is fun or useful software that can enhance your experience on your phone or on the Web.

So how will this affect your business?

  • Communication in your business is important, knowing how your customers communicate is even more important. You don’t have to like where communication is going, but know it will affect your business. And by the way, what’s not to like?
  • Is information about your business constantly being updated or is it forever carved in stone? Think of your web site as if it were a magazine cover. Would you open a magazine if the cover never changed?
  • Embrace new technology; attend workshops on social networking and building your business, determine what do you need to learn and where you start. You may think you’re old school or behind other businesses, but for mainstream it’s fairly new. Don’t get complacent.

One reason to look at online marketing is it’s pretty cheap, and sometimes free. If you know your stuff, you can compete with almost anyone and make a dent in the marketplace.  Do you own a smart phone but still using it as a dumb phone? Take a trip to wherever you bought it and ask for a lesson or two on what it can do. That reminds me; guess I need a trip to Radio Shack for a lesson on my Blackberry.

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