This week’s blog is by Jim Langeloh, a leading medical sales professional with more than 14 years of successful growth and revitalization of under-producing territories. He is the founder of MySalesRep.com, and remains involved as a company resource.
I recently had dinner with a close friend who is a sales representative for a reputable software company. We were discussing the topic of creating a web presence for our respective sales careers. I inquired about what web tools he uses to distinguish himself from his competition and what he uses for his online customer communication tool.
He said he was very involved with LinkedIn and wanted to show me his profile. I asked him to let me search his name and see what results I found. When I Googled his name, both a LinkedIn and Facebook profile appeared in the search. When we clicked on the LinkedIn link, to his surprise, 12 names popped up that were the same as his. At that point, I had to scroll through to find out what name and profile were a match for him. Even more surprising, two of the same names had matching city and sales careers. From there, I had to click on each respective name to learn more about the individual I was searching for, and was finally able to locate his LinkedIn profile.
Don’t get me wrong. I believe LinkedIn is a fabulous network tool. I utilize it to have an online business profile. Occasionally I connect with past colleagues and we exchange information about our career paths. This has not yet moved beyond an initial connection for me, but I completely understand this tool’s usefulness to network in your respective career.
Personally, though, I have not found a use for this in my everyday sales position or, more importantly as a tool for my customers.
Like most, my sales position requires communication with customers and distributor sales representatives on a continuous basis. The majority of sales professionals have a territory with a specified customer base that they work with. For communication, we utilize email, newsletters, face-to-face meetings and the telephone. However, with new technology, we can use social networks and video conferencing to connect with our customers. And now, with the ease of creating personal websites, we can create a web presence that pushes the company message and controls the customer’s experience in a professional setting 24 hours a day, 7 days a week.
I now pop up in a search for my company. But my name is also first in searches due to the amount of professional content I have posted on the web. No longer do my customers get confused when trying to locate me to serve them.
In sales, what can I use to create my web-presence?
I utilize our new service called MySalesRep. Here, it’s easy to control what my customer views, from my photo to the information I post. I also receive seven personal pages of content for my profile. Unlike a traditional blog, where the user scrolls through three or four pages, my site is set up to create professional pages for each topic.
Users can provide a bio on their About Me page, create a reference list and dedicate a full page for all their important contact information. The personal event calendar is easy to view and product pages allow video for demonstrations, etc. Most important to me, my photo remains on all of my web pages, reinforcing to my customers who I am and what I do.
My home page contains a “live update,” which is my most important news of the day. This takes the place of newsletters to my customers. It’s a really innovative service that makes sense for any sales representative who wants to increase his/her professional web presence and have a useful tool for customers. Finally, my site name reinforces who I am and what I do.
My site will follow my career and me as long as I remain in sales as www.mysalesrep.com/YOURNAME.
In the Google toolbar, type in your name and your company name. What are the results?
If you and your company are not found, it might be time to create a stronger, more personal web presence. With so many options, it can be overwhelming to pick just one. Just have fun with it and always consider what you want your customer to find when they search for you.