How well do you ‘sell’ yourself on the social web?
Do you feel ‘icky’ trying to profit from online networks like Twitter?
Sales Karate is a new way of thinking about social networking. It’s a way for bloggers and business owners to make money without spamming or misleading their online connections.
Sales Sparring with Brian
Objections are awesome.
That’s what my friend and fellow Internet marketing geek Brian and I were speaking about the other day. We were discussing the reluctance of most humans to take on questions about products or services they understand.
This makes since when you think about it — after all, the number one fear, even above dying, is speaking in public.
Here’s why objections are great:
- People Who Question Actually Care
When someone gets heated enough to ask questions about your products or services, take this as a compliment and an opportunity to show off your value to them. After all, we only ask questions when we want to know more. What might seem like a smack down may actually be your best shot at winning business. - GUTS: Show You Got ‘Em
You might be surprised to learn how important it is to turn an objection into a new question for your counterpart.
A person asks you if you can do ‘X’? Ask them how they feel that would impact their business in a positive way. Even better, start off your conversation by asking what the other person feels they are already doing well, and perhaps more important, what they struggle with. Now you can frame the conversation to their needs. Now you’re a consultant, not just a tech nerd. - Bulletproof: Back Up Your Claims Online
Twitter, Facebook and YouTube are killer resources for proving value as a social media consultant. When someone asks you why or how you can help them solve a problem, have an arsenal at the ready. Your weapon of choice can be a robust library of informational blog posts, video tutorials and interviews with ‘thought leaders’ who can be seen as bolstering your credibility.
We’re in the middle of a sea change. In the past a business owner or consultant shared only enough information to get a potential client to sign on the dotted line. These days people are far more skeptical, but this can be great for an aspiring social media entrepreneur skilled in sales karate. When you show someone step by step how you will solve a problem or fulfill a need, questions begin to evaporate and turn into genuine interest.
You have a tremendous opportunity to use the art of sales karate to redirect seemingly negative questions into positive energy that gets thrust upon your prospect. Which leads me to wonder…how are YOU improving your status as a web adviser today?
