If you are a successful salesperson, you probably can sell trays of ice cubes to happy (and chilly!) Eskimos, as the saying goes. But our world is becoming more and more digital with every passing moment. Do you have the skills to compete and be successful? Let’s talk about what it takes to sell and keep these customers happy in this online landscape.
Get familiar with the technology. This is the first step, if you haven’t done it already. Some people shy away from Smartphones or tablets or even using a laptop. But if your company has made it clear that you are going to start selling in a digital environment, you’ve got to understand the in’s and out’s. Don’t worry, it is not as intimidating as it seems. Today’s digital products are pretty intuitive and user friendly – they have been created for people to open up the package and get to using them right away! Ask a friend or family member who owns the product if you can take a look at it and ask them some questions. Use it for at least an hour, maybe more to get to know how it works overall. Understand the basic terms related to that type of technology and how it works. Even if you’re a technophobe – we’re confident you can do it!
Check out how the competition is doing selling in the digital landscape. If you sell advertising and you’re now going to be selling online advertising, you need to take a look at how your competition is doing. (We’re sorry to give you more homework, but we promise, it does pay off in commissions later on!) Look at at least 5 competitors and check out their ad rates or media kits.
Understand why you are selling in the digital media – and how you can promote this to customers. It might surprise you, for example, that more people than ever turn to the World Wide Web when they are searching for a product or a service locally than they do to their Yellow Pages. If your industry has changed in a way where the web is starting to dominate, you need to explain this to your customers so they will understand and know how they can take advantage of this opportunity.
More and more companies are entering the digital landscape, so even if you are not quite there yet, you might be in 6 months or 2 years from now. Don’t miss out on the opportunity to learn about the great advantages of selling on the World Wide Web.
Article provided by Roger Hamilton.