Sales RepsWe have all been in this particular situation, and I know it’s driven you bananas too. You are late for a meeting, and you need to get a hold of a specific person quickly to mention you’d be running late. You look on your phone for past emails to find your contacts information and after an anxious 30 seconds of searching you notice the bottom of the email has NOTHING! The contacts email signature just says “Brian”. Doesn’t that make you want to scream?

Personally, I just don’t get it? As a sales rep you’re in the business of connecting with people. You are also in the business of making it dead simple for prospects to contact you in times of need.

Don’t you get frustrated when prospects don’t call you back? Had you ever thought about how easy it is for prospects to get a hold of you? You should! I can tell you from a decision-makers prospective, it’s a giant pain the %$&@ when I can’t get a hold of sales reps.

Document Contact Information

As a business owner there are software vendors that want to show us the latest-and-greatest so after a demo, I’ll put their information on file and place that demo on “cognitive park” (set and forget). One day, there will be a Priority Shift in our business where I’ll pull open that file and look for that sales reps contact information. I, like many business owners have the kind of personality that when I have a question, I wanted it 15 minutes ago. So I’ll check my Outlook file folders… and of course there will be no contact information in the signature. I don’t want a response 4 hours from now via email, because my Urgency Meter will drop, and I’ll move onto something else (many times your competitor). I just want to call someone!

If I have the patience, next I’ll check our Salesforce.com account for the contact information…(may times, NOPE, no contact). My frustration starts to mount if I have to call your corporate switch board. I’ve experienced enough bad routing systems and surly receptionists to last a lifetime. Doesn’t this sound like a recipe for a lost business opportunity!

Honestly, if those sales reps competitor call me during this process – they’d have the easiest sale in the world. While it sounds like the silliest, simple thing to change – it’s those little things that could cost you a client. Why take the risk, make your contact info available everywhere. If your client or prospects want to reach you or follow you on social networks, make it easy for them to do so. Make sure you are considering all of the below opportunities for people to connect with you.

Contact Information Suggestions

  • Email (including reply and forward – get IT support to help you if you are having challenges with this).
  • Include all your relevant social contact details on your email signatures (Twitter, LinkedIn, blogs etc…).
  • Voicemail – if you are on the road leave your alternate cell number to avoid phone tag.
  • LinkedIn – put as many contact details as possible (cell phone, email address, website, blog, twitter , etc….)
  • Business cards – should have your social contact details as well ( LinkedIn , twitter , blogs…)
  • Timetrade – if you want to avoid playing appointment phone tag, get yourself a Timetrade account and include it in all your signatures.

The Bottom Line!

If you don’t want to be left behind the 8 ball – you need to start to take action. The following dozen blog posts on utilizing Social Selling strategies using LinkedIn can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out 42 LinkedIn Tips

Find the topic of Social Selling interesting?
Click Here to book a time in my calendar to explore further!

800.643.5512Ext.4009
416.409.4999 Mobile
jamie@salesforlife.com
www.salesforlife.com
Linkedin: ca.linkedin.com/in/jamestshanks Twitter: @james_t_shanks

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Feb 25, 2020 8:00 am
Post-Sales Kickoff Prospecting Slump? Now What?

We’re approaching the end of sales kickoff season. Companies have brought their sales teams together, and have started planning new go-to-market strategies. They’ve added new product features, benefits, and new territory plans to their sales bags. With the best companies (unfortunately, most companies don’t do this enough), there is a new skills-based learning deployed at … Continue reading “Post-Sales Kickoff Prospecting Slump? Now What?”

Feb 18, 2020 8:00 am
CEO Summit: What 46 Different CEOs Wanted Their Sellers To Do

I was in Nelson, British Columbia recently for an extreme skiing trip in the Selkirk Mountains. I had the opportunity to live on top of Baldface Mountain for a week with 46 other CEOs, and it was incredible to listen to the pitfalls, challenges, best practices, and opportunities in each of their businesses.

Feb 11, 2020 12:25 pm
Starting The Year at Zero: You’re Behind. Now What?

I’ve been fielding a lot of questions and calls over the last few weeks – and there’s no question that every Chief Revenue Officer is panicked. Outside of their annual referring revenue (the billings they need to protect from the core), there’s always a gap, and they all have to start at zero every year … Continue reading “Starting The Year at Zero: You’re Behind. Now What?”

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”