5 Ways Sales Can Engage Prospects without Blind Calling

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My recent screed regarding intrusive telemarketing calls (WordPress for any blogger, but there are many alternatives. The WordPress product is scalable in terms of pricing and sophistication. Another great alternative is what I frequently use, LinkedIn. Their blogging service is included in the basic plan so it does not involve any money out of pocket. You can easily deploy to other platforms from the LinkedIn base.

If you are new to LinkedIn, you may want to opt for another alternative until you have established a large group of followers.

4) Curate a Newsletter

There are any number of tools out there that will make this task virtually painless. You set up your interests and subjects and the tool gathers articles, videos, blog pieces and other media about your subject. You post the newsletter and do some basic promotion. Before you know it, you have a following and readers for your periodical.

It is easy to get started in this area. Check out Scoop.it or Paper.li services online. Both offer automated aggregation services for content that you specify.  They also offer several different publication frequencies. This you can start doing tomorrow.

5) Promote your Knowledge

The more you write, talk and read about a subject the more knowledgeable you will become about that subject. Promote your knowledge. This is far more effective than promoting your name alone. Consider how your Twitter handle, Facebook page and so forth promote you.

If you are identified as something like @joejones you should remember that it means nothing to anyone who does not already know you. But using something like @joetheexpert says something about you that people will find interesting and memorable.  Obviously if you are an expert in bulldozers, build that specialty into your handle. @joethebulldozerguru or even @joethedozerman carries meaning and aligns you with your message.

Social media, Facebook, LinkedIn, Twitter and the rest are the best places to start building your online identity. You will want to link these entities as your outlets so when you post on one service, they all carry your outbound content.  Again, look at opening separate iterations for personal versus professional content. Facebook is a great vehicle, but keep in mind that your at-work persona may be at odds with your after-hours persona.

Over the course of a year or so, you will build a following that is genuinely interested in what you have to say. Along the way, you can start forwarding pieces, articles, videos of interest and other knowledge-based material to your followers. You can interact with your followers as a group or individually. There is nothing wrong with adding a personal note to an article or other content offering to discuss or perhaps asking for an opinion. This makes you an expert and turns you into a trusted source instead of a commission-driven rainmaker.

When the time comes to think about buying a product, who are they going to turn to? You are the expert, you are the trusted information source. You are no longer Joe the guy that sells stuff; now you are Joe the guy who knows about stuff.

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