Are You Giving Away Enough Information?

Jill Konrath in “Snap Selling” and “Selling to Big Business” summarizes some of the problems in the modern era of trying to increase revenues.

Existing accounts are often affected by the recession and our revenues drop with theirs. The logical progression would be to get more customers. The second phenomenon that we face is companies have reduced personnel.

That makes everyone busier and time more precious. Throw in our natural feeling that a sales call is self serving and generally a waste of time and we see why traditional methods of cold calling new customers or trying to approach them with traditional processes returns less than it used to.

Now, surveys show that executives or committees find their own solutions and then select the provider. This means that your company has to be present in the early stages of information gathering.

Your company has to be prepared to give away massive amounts of free information on problem solutions. It would be appropriately self serving that you are also the expert in providing these solutions.

Permission based information providers include your website, Social Media publishing, emails triggered by requests for information and reports.

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