Why I Spent 30 Minutes Researching a Headset and What That Means to Copier Sales Reps

Larry Levine 8/13/157:40 PM

All I wanted was a headset for my laptop so why did I mind-screw it for 30 minutes. After pulling my head out of…… well you know where and 30 minutes later I bought a $35 headset.

Laughing internally this had me thinking….. Not only did I ask for feedback from my friends, I also spent the time reviewing headsets online; what vendor, the price ranges and yes even online reviews.

For goodness sakes, a headset, a $35 headset!

Industry gurus across the Office Automation (Copier) world are educating the masses on Buyer 2.0.

As a recovering copier sales rep this had me thinking….. What I just put myself through, I have Buyer 2.0 traits.

Buyer 2.0 is empowered with information, pressed for time, socially connected and afraid of making a bad decision. Buyer 2.0 self-educates themselves on Google to obtain answers to problems and challenges they may have. In some cases, they may never engage a sales professional.

Buyers are in control of when and how they access information during the sales process. According to Sales Benchmark index, “Today, buyers are 69% of the way through their journey before they contact a salesperson.”

Why is this and what does it mean to sales professionals today?

Lets take off our business professional hats and throw on our personal hats. How we personally start our buying process closely mirrors that of Buyer 2.0.

Here lies the disconnect, if the executive buyer is 69% of the way through their journey before they contact a salesperson, then as sales professionals we must place and position ourselves in the world they are now living in. As sales professionals, adapting to social selling platforms such as LinkedIn allow access and to gain the attention of the new buyer in a competitive market.

How you position yourself online and your ability to capture the attention of Buyer 2.0 is critical in building your digital first impression.

Here are 9 ways you can become a LinkedIn pro while speaking to Buyer 2.0

1. Build Your Profile
Build a strong online reputation that showcases your business and professional story. Become top of mind by sharing content tied to your professional identity

2. Develop Your Network
Build your network by developing relationships with people who can share information and provide referrals

3. Gather Insights
Actively listen to what your prospects are sharing on LinkedIn. This is an opportunity get firsthand thoughts, concerns and opinions from your audience.

4. Preparation
Gather intelligence by researching social information to prepare for sales conversations

5. Contribute Insights
Offer insights by providing relevant information that earn the opportunity to engage with and influence contacts

6. Use Social Solutions
Gain a competitive advantage via leveraging social platforms to engage, nurture and turn contacts into warm prospects

7. Incorporate LinkedIn pulse for interesting articles to share
Allows you to share your personally developed content through blogging to immediately reach your targeted audience

8. Engage with updates of prospects and clients
Kick start conversations to generate top of mind awareness

9. Participate in interesting discussions within the groups you follow
Focus on bringing people together who can benefit from sharing mutual interests and insight. This is a great way to build influence and new connections.

To think... I went through all of this and all I wanted was a $35 headset.

If you enjoyed this post lets connect and start a conversation. You can send me a personalized invitation through my LinkedIn profile

If you enjoyed reading please check out more at the Dealer Marketing blog site

Check out some of my other posts on LinkedIn Publisher and on SlideShare

I enjoy sharing my LinkedIn stories. LinkedIn was my “game-changer” in the highly competitive copier world. I transform and coach copier sales professionals to grow net new business by helping them tell their story and communicate on LinkedIn. My commitment is to help independent office technology dealers thrive in a changing marketplace. You can follow me on LinkedIn,Twitter,www.dealermarketing.net/what-we-do/linkedin andwww.dealermarketing.net

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Larry LevineMaven

Thanks Art. Buying habits, research and how we interact with clients and prospects is changing.

8/14/158:34 AM

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Art PostAdmin VIP

Larry, good stuff. Just the other day I was at an appointment for an envelope press. It was an existing account, and before we could meet, they wanted me to send the pricing on three different models. I was somewhat reluctant, however, since it was an existing account, I caved. After a few follow ups, we had the meeting, which I thought was going to more about telling then what the system could do and can't do.

After 20 minutes or so, the DM stated that she had done quite a bit of research on the product already, had a few additional questions and was ready to buy from me NOW.

I'm fortunate to have built a pretty awesome social presence, and it helps to be with an existing account already. As I was driving to another appointment, I also remembered that the DM and their assistant and I are connected on LinkedIn. Thus, I'm sure they are reading my stuff, and they are aware that I'm sharing their stuff also.

I'm to the point, where I almost don't want to pick up the phone anymore unless it's to close the final appointment, close the order or return a call. After speaking with many DM's about their on-line habits, I'm finding more DM's would rather have an email or in-mail as a follow up. I admit, I still somewhat of a novice, securing appointments via in-mail but I'll get better.

Art

8/13/1511:03 PM

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