Technological innovations have always influenced and changed the way we live. Buying and selling, formidable facets of life, too get transformed by the latest developments in technology. Technical developments such as the advent and the growth of the Internet have created value for both buyers and sellers alike. Sales 2.0 is a term coined to reflect the usage of WEB 2.0 and other technologies that are expedient to sales success.
In simple terms, Sales 2.0 means nothing but the usage of latest technologies to leverage sales and meet buyer needs. Latest web technologies and social media form a part of Sales 2.0 tools. Sales 2.0 approaches produce superior, predictable, and repeatable business results. They can cut costs, save time, and sustain a competitive edge. Sales 2.o is still the same age old concept of sales, only the process and methods have evolved. Sales 2.0 concentrates on engaging customers and developing brand loyalty with the ultimate aim of driving more sales.
It Starts with a Website
To reap the benefits of Sales 2.0 processes a business need to have a website and preferably a blog. A website is on 24/7 and can be accessed across the globe. A website can describe a brand in finer details and at times can better serve than a sales person. Interested people can receive regular newsletters from the website and be posted about the latest development concerning the product. A blog will also declare to the world about the latest developments and different perspectives about a brand. Interested people can post their queries or comments. By answering their queries sellers can clarify doubts. Responding to peoples’ comments the sellers could bring them closer the knowledge about the ability of the product to meet their needs.
Techniques of Getting Traffic
Simply having a website is not enough. The website must be visited by more and often by people. Search engines optimization (SEO) techniques and getting linked to other websites are indispensable part of web 2.0 process, which in turn is a part of Sales 2.0 process. In addition to having content rich with search engine friendly key words, your website and blogs should be linked to RSS aggregator. Your blog also need to be a member of Technorati, the blog ranking search engine.
Using the Internet to Promote Brand and Sales
Many businesses that use sales 2.o techniques embed audios and videos of products and brands on their websites. They broadcast clippings of their business videos on websites such as You Tube. Sharing visuals greatly enhances visibility of the product.
Social Media Savvy
Your business or you should have profiles in various social networking sites such as Facebook, Linkedin, and Twitter. Sales techniques have evolved with the evolving behavior of buyers. If 7/8 years ago buyers loved to spend time chatting on Yahoo or MSN, now they prefer to keep in touch with friends and associates as well as make new contacts on social media. Networking in the social media helps in increasing sales directly. Interacting with a prospect on social media increases the likelihood of getting an appointment by 8 times. (Source: Bnet)
Hone Your Sales Skills
We all know how it is to make or receive cold calls. Sales persons would love if the awkwardness of talking to strangers could be eased a bit. Establishing some rapport with people from an organization would help a great deal in picking the phone and making the call. Social media helps in creating familiar grounds.
Being part of the social media enables businesses to get a chance to feel the pulse of the buyers and the market trend. They also may get into a position to influence market buzz. These are definitely going to help sales.
Sales 2.0 is About Speed
With the help of technology sales reps are now able to close deals at a speed that was not possible a decade ago. They get messages through instant messaging or SMS about the latest moves of the prospects. It is now possible to have a feel of the pulse of the prospect constantly and close the deal when the prospect is hot. The possibility of accessing emails on mobile phones and replying to them is one of the technological advances that help in this direction.
When all is said and done Sales 2.0 is still about human relationships. Technology has only modified the process and the end result remains the same. Sales 2.0 is not a transitional thing after Sales 1.0 and before Sales 2.1. It is an effective sales tool. Sales in the next decade will be steered by Sales 2.0. Those that are using it know better.
About the Author:
Doug Dvorak helps companies and professionals achieve results through customized, creative and non-traditional sales training systems that are “one size fits one” and developed to the unique business needs and “sales pain points” of each client. He is available to speak on these topics.
Permission is granted to reprint this article in print or on your web site as long as the paragraph above is included and contact information is provided.
Copyright 2008 The Sales Coaching Institute, Inc.
Sales Skills Training Strategic Sales Coaching
Doug Dvorak, CEO of DMG International, is the Author of the forthcoming book “Build Your Own Brand” (Pelican, 2009)