by Tim Hughes | @Timothy_Hughes
My colleagues here at DLA take the Micky out of me, because as a salesman, I don’t understand certain articles. Mainly ones written by Marketers. My co-Founder, Adam laughs as he and I once had a meeting with somebody who ran a Marketing Agency and at the end of the meeting, I turned to Adam and said “any idea, what he was talking about?”. This meeting was all about “eyeballs”, “touching”, “paid media”. I asked what about revenue and was told “look Tim you just don’t understand!”. I certainly don’t understand, anything but revenue.
So this article isn’t a fluffy article, it’s written so that B2B salespeople can use it. It’s based on a Passle article I wrote.
How Can You As A Salesperson Up Your Responses?
In a B2B world you can use Psychology to create and increase engagement on posts, here are 3 things for you to take into account.
1. Proof – In a B2B world, people want to deal with experts. That is an expert they can trust. As a buyer I am looking for somebody to fix my problem and for me (the buyer) to trust you to do this.
You therefore need a credible Personal Brand and share insightful / educational content. This post is a great example of that.
2. Urgency – While in a B2B world decisions can take weeks, months or years. There is nothing wrong by applying some urgency. FOMO – Fear of missing out. If your example you see a post about social selling at a competitor and you don’t have a social selling program, you will react.
3. Visual – Text is great, but people are looking for photos or images. You must have something visual.
At the end of the day, it’s about getting people to jump to the conclusions you want them to. Don’t forget, people don’t see the world through the same lens some you cannot assume that just because you think it’s so ….. it’s so.
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