Adapting to Technology and the Internet

Guest post by: John Brennan
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Adapting to Technology and the Internet - By John Brennan

You win more customers by adapting to social media and the Internet. LinkedIn is a social media site that is essential for prospecting. LinkedIn enables you to get a personal introduction to prospects through your network of professional contacts. When you have the name of a prospect, you conduct a search of LinkedIn. If the prospect is a member, and millions are, LinkedIn displays first, second or third level contacts whom you share with your prospect. To get an introduction to the prospect, you simply ask your shared connection to introduce you. Then you follow up. It all happens quickly and effectively. Figure X shows the relationships.

You

1^st degree * Sheila Shelton

* Jose Rodriguez

- Robert Schwartz

2^nd degree Dr. Sudhakar Sud

Figure X. Social Media Networks. To get an introduction to the prospect, you simply ask your shared connection to introduce you

To establish credibility with your prospects, you must also stay on top of your company's web site ranking in Google and other search engines. If your web site does not appear in the top10 of your industry's rankings, your credibility is at risk. Your customers and prospects will search your company on the Internet and search your profile on LinkedIn. If they cannot find you, they may not want to meet with you.

To keep your prospects engaged in the sales process, write a newsletter or blog. Provide information that your prospects can use. Use your knowledge of your industry to give them tips, techniques and strategies for managing the problems and opportunities they face. Keep it short and punchy. Wherever possible provide recognition of your customers and prospects; it is a great motivator for them to do business with you.

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Adapting to Technology and the Internet - By John Brennan

About the Author: John Brennan

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John Brennan Ed.D. Dr. Brennan is President of Interpersonal Development, LLC, a training and development firm. Interpersonal Development has provided sales training and coaching to more than 3,000 sales reps from over 100 companies. A native of Australia, Dr. Brennan received his doctorate from the University of Rochester. His dissertation researched the effectiveness of Behavioral Modeling Technology in training people in interpersonal skills. While he has spent most of his career designing or delivering training, he was also a Vice-President of Sales of a training and development franchise with operations in 25 markets. Dr. Brennan has designed and delivered sales training in North America, Asia, Europe, Australia and the Middle East. He has been a guest speaker at numerous national and regional professional conferences. When Microsoft wanted Best Practices articles on sales for their web site, they called Dr. Brennan. The results are at http://office.microsoft.com/en-us/FX011387391033.aspx His firm’s clients have included Volvo, The Prudential, Merrill Lynch, Eastman Kodak, Gannett, Equifax Europe, the Economist Group and countless small businesses.
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