Buyers rule! Remember that. Today selling is different. Sales people should understand that when a buyer seeks out that which you are selling he or she has probably done the research they need to decide if you are the vendor they want to consider. If your company is not able to back up its claims on their website, the buyer will wonder why.
The last thing a buyer wants to hear is ‘we don’t have time to make sure that our website reflects the reality of what we are selling because we are too busy making quality products for our customers that we can’t keep our website current’.
If your company is unable to devote the time to keep its website current, why do they have it? If the services, they offer are not accurately reflected in their public image (their website) how can they expect their prospects or customers to believe anything a sales representative tells them?
Recently I was told by the V.P. of Sales for a web development company that offers search engine optimization services (SEO) that the reason they don’t rank higher in their own web page listing is because they are like the cobbler whose kids have no shoes. Well, if they can’t devote time to ensure they are ranking well themselves, why would I expect that they will know how to ensure that their customers rank well?
Is your company too busy to ensure that their public information and the tools you need to sell are current? Can you engender the trust you must have to succeed when your company doesn’t provide accurate and timely information?
When was the last time you checked your company’s website? Are you telling your customers the same thing they have read before they even contacted you?
Or do your kids have no shoes?
Harrison Greene is the founder of Unique Selling Systems and specializes in helping sales organizations prepare today for the Future of Sales tomorrow. He can be reached at 508-400-6193 or via email at Harrison@UniqueSellingSystems.com.