Last week we shared our thoughts on the question is cold calling dead? and we felt that the post deserved a follow up — Is inbound marketing the new cold call?

Tony J Hughes wrote an interesting article here based on Graham Hawkins’ book The Future of the Sales Profession. The article touches on how salespeople are falling victim to the digital transformation. A whopping 75% of buyers prefer self service as opposed to dealing with a salesperson, and in my humble opinion that number will grow in the years to come.

So what does that mean for the salesperson? Adaptation. With the rapid advancement of technology, traditional outbound sales don’t quite fit anymore. The power has shifted from the seller to the buyer, so adaptation means getting the buyer to come to you.

It’s more important than ever to have a strong digital presence in today’s society — if you want sales that is. Customers now have everything they need to know about a product or service at the click of a mouse, and they’re doing their research before making any decisions. So how can you win those customers?

Have a Kick a$$ Digital Presence

If customers are doing all of their research online, then you guessed it… you need to be online. Not only do you need to be online, but you need to do it well. In this day and age your website needs to be responsive for all devices. Speaking from experience, when I’ve searched for something on my cell phone and I have landed on a page that isn’t mobile friendly then I’ll click away. Don’t lose potential customers because of your website.

Social Media is also an amazing way to spread yourself across the internet. It’s a great way to get your message across, promote your product or service, attract potential customers and get them excited about your business.  

If you need help with your digital presence we can help! Check out our offerings here.

Treat Potential Customers as Humans not Money

With the power now in the buyer’s hands it’s more important than ever to treat your customers like humans and actually help them out. Happy customers will tell their friends, and even better, they’ll come back. If a customer feels cheated because you wanted to make a quick buck it will end up hurting your business in the long run. There are lots of outlets online for customers to share their experiences, and future potential customers will see it all when doing their research so make sure you’re providing a positive experience. Instead of seeing customers as dollar signs, see them as people and actually help them out.

Check out Graham’s Book here.