By Darrell Amy, Dealer Marketing – Yesterday a successful copier dealer principal asked me an honest question: “Why should I care about blogging?” Traditional sales tactics are working well for him. The dealership is growing and sales reps are crushing quotas with tried-and-true prospecting techniques. “Is it worth my time and investment.”
As a Lanier-trained sales veteran that got old-school training in the analog copier days, I applaud his success. As my good friend Larry Levine of the Social Sales Academy says, “If you suck in the field and on the phone, you’re going to suck at LinkedIn.”
Blogging and social media is not about forsaking the old ways. Quite the opposite. Blogging and social media enhance the traditional sales techniques. In this article we’ll explore why a successful, old-school, door-knocking, phone-pounding sales team should care about digital marketing.
TWO TYPES OF PROSPECTS
There are only two kinds of prospects: those who are SEARCHING for a solution to a problem and those who are NOT SEARCHING.