Clients Will Go Beyond Your Website To Research Your Business
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2. Buying what you have to offer is a research project.
Your entire team should be better prepared as to what the web has to say about your industry, your competitors, and your business. Especially those in sales and customer service.
The worldwide web is a tremendous tool for the consumer, which means the person communicating with those consumers must be constantly aware of what is being said about their product or service. Today, and even before the web, consumers were treating their buying experience like a research project. The internet has just made it easier for those types of consumers.
More than ever, salespeople need to be better prepared and more aware of the web. Imagine if you were to dedicate just 20 minutes each day to learn the following: What your website had to say; what could be found and learned on a Google search; what is being said about the industry in which you work; and where appropriate, read what consumers are saying about your business and your competitors online (online reviews).
3. Somewhere in-between initiating contact and a research project.
If you prepare properly for one and two, you will be ready for anything that happens in between.
If you maintain this level of preparation, the only thing left to do is:
- Read all web communications carefully.
- Respond to contacts quickly (speed is critical).
- Follow-up to make sure they have received what you sent them.
Like in step two, being more engaged in offering up information about what you have to sell will provide more potential customers better data about why you are the obvious choice.
Opposed to how we ran ads and made clever presentations in the past, the web has become a communication tool that often requires more human investment in time, rather than a financial investment.
For help with learning how to convert more internet traffic into leads, and then into long term loyal clients, please contact the author.
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