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:
- 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.
- Understands how social media works and posts updates of customers and their products.
- 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.
- Has an up-to-date LinkedIn profile with over 500 connections. Knows how to link up with businesses to expand his/her network.
- Is consistent in online postings. Posts weekly if not daily about products and new jobs.
- 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.
- Understands the value of Houzz and how it can help bring in more customers.
- 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.
- Understands that “tweeting” is not just for the birds. Tweets regularly and has a following.
- 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.