In selling it is vital that we speak to people about our product or service, but what if they have never heard of you? There is frequently a credibility gap that needs to be filled so that the conversation can move forward.
So how do you stand out? How do you build it? Stick around and I’ll give you some top tips.
In today’s market we have customers who are generally well educated to what is available out there, trends, reviews, analyst articles and peer reviews. If you want to be credible in today’s market, you need to be visible and compelling. You need to be where your customers are and be insightful in your delivery.
We know that selling is about getting into our customers heads. What do they need? What problems are they currently experiencing that we can alleviate? Generic messages are off the table, we need content that is compelling, meaningful, relevant and will improve their current situation.
Do your research, work with your marketing and PR teams on the communication loop to track the engagement metrics and test what works and how you can improve your delivery. Aligning your strategy with your companies will certainly guarantee cohesion in your communications. Content will always be king whether it is video or blogging – be flexible to what your customer needs.
Your content needs to appear when your customer is searching for a solution to their problem. This can translate into excellent SEO to help your ranking on search engines, being featured on relevant marketing websites or an influencer who endorses you.
Social media has changed how we communicate, personally and professionally. 61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions (LinkedIn Infographic) .You need to do more than sign up to the platforms, you need to establish a presence there too – engage with content, comment on posts and respond quickly to people who comment on yours. Reach out to prospective clients on these platforms in a person way to get best results. Always be courteous and professional, your customers are watching.
Consistency is the key, take half an hour daily to engage with influencers, retweet/share relevant content and be responsive to new followers. Consider your social channels as tributaries out into your market, if you don’t keep them flowing, they will dry up, and so might your sales pipeline.
Growing your credibility is quite simple really, you are undoubtedly making inroads at the moment. Engage consistently and you won’t even have to introduce yourself!
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