Since I started my first sales job some 25 years ago, you need to be able to create credibility and internet in a nanosecond, it is nothing new.
My first roll was selling payroll and personal software into Enterprises. My first day I was handed a print and told to “call that”. There I set about making call after call and creating what I’ve always thought was a nice telephone approach. Cheeky, but professional has always worked for me.
But things have changed. The internet arrived.
Why is this different? Now if you cold email me, I will check you out on LinkedIn and based on your LinkedIn profile will make a judgement on your and your company.
If you cold call me, I will do the same
But things haven’t changed have they?
Well they have? If you cold email me, I never read the email, I just cut and paste your name and immediately plug it into LinkedIn. It is from your Linkedin profile that I decide if I will delete, block or reply. It’s a simple as that.
If you cold call me, while you fire off your pleasantries and opening benefit statement, I’m not listening as I’m looking you up on LinkedIn. Again, will make a judgement, shall I listen to the end of the call, jump in and break it off. Plus, do I “block the caller” which is very helpful iPhone functionality.
Related: 7 Myths About Social Selling
When I and other people, (prospective buyers for example) check you out on social, you need to have done a number of things:-
Yes I know all that sounds like a pain, but book out half a day and invest in yourself and get your LinkedIn profile upgraded to 2018!