A few weeks back, I did a podcast detailing the changes in the sales landscape.
One of the things that I mentioned is how prospects now like to begin (or continue) part of their information gathering anonymously meaning . . .
First the obvious (Duh Paul) part:
They will visit our websites
Check product/service review sites such as Yelp, The Better Business Bureau etc
They will “Google” our company
Etc
Then there’s the part that many of us might be missing (I certainly did prior to November 2008)
They also check us out.
Note: My definition of “us” is you and I as the individual not “us” as another way of saying “our company”
They will “Google” us.
They will check the social networking platforms.
Etc
They will look to see what we’re all about
They will look to see what we look like.
Note: I don’t mean that in the context of some bad match.com vibe. I mean it as in a new twist to the “face with a name” thing.
They are going to look to see if you have something to say about your area of expertise.
They will begin a process (most likely subconsciously) where you will be judged by 6 factors:
How you look
How you act
What you say
How you say it
Where you say it
With whom you say it
Why . . . Because its part of the trust process!
In fact it’s the old “People do business with people they know, like and trust”
But on steroids . . . thanks to the internet!
So if this “anonymous prospect” sees things they don’t like about us they would obviously pass and go to the next choice.
And to further our “Duh” moment together, if they like what they see then the trust process is accelerated . . . But . . .
What happens when the “anonymous prospect” never finds you because you are the . . .
“Invisible Sales Rep”
Or worse yet . . .
Find out enough about your competitor while you offer no online footprint.
Then the score begins and often ends something like this
Competitor: 1 You: 0
So if this were a radio station I guess I would sign off by saying . . .
“This one goes out to all the ‘anonymous sales people’ who still ‘don’t get’ the importance of having an online footprint.”
Then I’d play a really cool tune called . . .
“Google yourself to see what your prospect sees”
Today is your tap on the shoulder.
Things have changed and . . .
They keep changing whether you and I get it or not!
For those of you who would like to kick up your Linkedin skills a notch or three, I will be conducting a webinar “Networking Socially Through Linkedin” It will be 45 minutes of strategies, tips and (of course) some fun along the way. Make sure you sign up today!
Paul, you are absolutely right. In the past year I’ve noticed an uptick in the number of prospects who have done their homework investigating my company and me on LinkedIn, Twitter, Facebook, etc. I too have set up numerous Google Alerts for not just my company and our staff, but our industry, top competitors and key clients and prospects.
All of these are fantastic examples to help us manage our brand and listen for opportunities!
Thanks Greg!
MEMO TO: ROCK STAR PAUL. I remember last year I ‘Googled’ ‘Someone’ high up in an Organization, and knew
very soon after that I would be, and did, talk to ‘Her’ on the phone, (old school communication ? LoL). ‘She’ was quite, ‘put off’ when I touched on the Good, ‘Schools’ & Such’ She had attended. I did it all in an Uber Nice Way, however, She was NOT Pleased, & let Me KNOW THAT ! Well, I still do it, and folk like Her need to get into this Century, I reckon ?! She is 25 Yrs. My ‘Junior’ so I was rather shocked at Her Response ! — Ken ,…of, ‘The PHOENIX Group & Associates’.
Thanks Rock Star, I will have to do a review of me!
Paul,
Well said! The rules have changed and this is how you play the game!The online you is now as important as the offline you. If prospects don’t like what they find online, or don’t find you online, you may not get that chance to get face-to-face.Marie
All the more reason to “Google” yourself on a regular basis-and like Greg and I do, set alerts for key words relating to “Our Brand”.
It is enlightening to find out what in our past can contaminate our searches if we do not take a proactive approach to our whole online identity.
Excellent post, Paul
Well said Patrick . . . Thanks!
Thanks Paul. I have a problem though. My professional name happens to be the same name as a famous fashion designer. So when I “Google” me I learn everything about her! As will any one else who wants to research me.
Excellent post Paul..The internet and social media have placed the customer in control and we need to understand their process..(the buyer’s journey) and be wherever they may look. Customers are rarely acquired any longer. Customers acquire solutions……
Well said Paul! I did the check the moment I read your blog as ofcourse potential clients check on our backgrounds as much as we do with theirs!!
Interesting perspective Paul a refreshing look at something old in a new light. I like your take. Paul
Laurence
Kalyn Press