Archive for Selling Professional Services

LinkedIn’s Showcase Pages Help You Be More Relevant

LinkedIn_Showcase-Pages

LinkedIn continues to add features to help you promote your business online. Not too long ago,  LinkedIn updated the design of company profile pages to make it easier for members to access information the companies they care about it. They also added features to help businesses build relationships with their target audience.

The recently addition of Showcase Pages provides companies with another tool to connect with their target audience. Showcase Pages highlight the different areas of your business and help build communities around your different segments, brands, business units, etc.

According to the LinkedIn blog post announcement, Showcase Pages “are dedicated pages that allow companies to highlight different aspects of their business and build relationships with the right community.”

We often talk about effective marketing as being able to deliver the right message, to the right person, at the right time. Small business owners and marketers can use Showcase pages to speak specifically with a target audience about the information, products, and services that are of interest to them. Here are just a few examples of how companies may want to use Showcase Pages:

  • An accounting firm that offers services to both small businesses and Fortune 1000 companies may want to create Showcase Pages for each of these audiences.
  • Software resellers who represent several vendors may want to Showcase each vendor separately.
  • Companies specialize in more than one vertical market may want to Showcase their solutions for each vertical.

Creating a Showcase Page is pretty straight forward. If you’re a Company Page administrator, navigate to your to the “Edit” dropdown menu and select “Create a Showcase Page.”

Add-Showcase-Page

Once created, you can start sharing content on your page.

Users can follow a Showcase Page just like they can a company page, but now they can just follow the company news and content that is most relevant to them.

LinkedIn has always had a great set of tools for individual networking online. Lately, they have been beefing up their company tools as well. If you haven’t taken a look at LinkedIn’s company pages in a while, you should give it another look.

As always, feel free to contact me if you have any questions about using Showcase pages (or any other aspect of LinkedIn) for your business.

Social Media for Sandler – Presentation Slides

Thanks to everyone who attended my presentation at Brooks Associates Customer Appreciation Breakfast. I really enjoyed our conversation.

Below you will find the slides from yesterday’s talk. Below the slides, I have also included links to the two books that I mentioned during the discussions about understanding your customers’ buying process.

If you are anything like me and you think of questions on your ride back from the event, feel free to shoot me a message or give me a call.


Unpaid Consulting – What Is It and How Do I Avoid it?

Today’s post is by guest author and Kansas City Sandler Sales trainer, Dan Stalp. I know from first hand experience how easy it is to get caught in the trap of unpaid consulting. As Dan points out below, it’s a common trap when selling services.

Brad has been selling in his industry for 17 years. He is on top of his game. He has never known his business better or been more knowledgeable.

Mary is in her first 10 months of selling in a new industry. She desires to know more and doesn’t want to be found out. She has invested in every product training available – and now she can’t wait to talk about it.

What do both of these examples have in common? A high propensity for unpaid consulting – but for vastly different reasons.

The good news in Brad’s situation is he knows the answers to his prospect’s questions. The bad news is he knows the answers. Product knowledge given at the wrong time can be deadly. Most, if not all, of his prospects have not earned the right to his 17 years of experience in the first hour they meet him.

Mary, in an effort to appear knowledgeable, may over compensate for this. She wants to prove “she knows her stuff” so her prospects will hire her. Sadly, they may take her product knowledge and give it to the incumbent, a competitor, or do it themselves.

How can Brad or Mary avoid this? By understanding the intent, behind the content, of the prospect’s question. And by using the product knowledge they both possess to help the prospect discover what they need, rather than be told how to solve. In both of these scenarios, it more about the questions Brad and Mary ask, rather than the answers they give.

This is where technique in asking questions is crucial, along with the attitude they do not need to answer every question posed to them. That their prospects need to earn the right have some of their questions answered.

To learn more about avoiding unpaid consulting, please contact Dan Stalp with Sandler Training at 913-451-1760. Ask him to send you the booklet entitled “Why Salespeople Fail” or to invite you to an upcoming executive briefing on this topic.

Dan Stalp
Sandler Training – Brooks
10955 Lowell Avenue, Suite 650
Overland Park, KS 66210
Phone: 913-451-1760 Ext. 101