Technical sales is the art and practice of promoting products requiring consultation between buyer and seller to assure that the delivered product or service will meet the requirements and expectations of the buyer.
If you are a technical sales practitioner, you speak with your customers directly about their challenges and work toward a solution that matches specific products to each application challenge. Your challenge, as a sales professional, is to be known, be the person that gets called to help develop a solution.
Social media can repeatedly reach out and touch your potential customers with a level of efficiency you, as a breathing entity, cannot even hope to achieve. It will put your company's name and brand in front of your customer base, reinforcing your presence and keeping you top of mind when the time comes for your customer to reach out for assistance. Sounds good, right? There is a catch though.
You, technical sales rep, must promote your company's social media presence in order to get the most personal benefit from it.If you are a tech sales rep for a company, you are a stakeholder in that company's social media marketing program. Increases in recognition of the company brand, products, and capabilities will translate into more opportunities for you to ply your craft directly with potential customers. A successful social media effort requires nurturing on a continuous basis to keep it visible, relevant, and useful. Here are some activities that you can (and should) do:
- Be a registered follower of every company media site. Your marketing coordinator will gladly provide you with a list of links to every one.
- Once a follower, start liking and/or commenting on company posts. Your comments should add something interesting or useful to the post.
- Follow all of the manufacturers and suppliers your company represents.
- Follow trade groups and other accounts that post content that is relevant to your industry.
- Find and share good content on your company's social media accounts. You will likely need to coordinate with marketing folks to do this, but the recognition you will receive will be worth it.
- Mention the company's social media presence to your contacts and encourage them to follow one or more accounts. There is an art to doing this without being boorish. Start small and develop a useful delivery. Keep in mind that your contacts are more likely to follow your recommendation if it provides something of value. The value will likely reside in the content you recommend, so make it useful or interesting.
- Mention the company's social media presence....I said that already. Do it twice as often as you think you should. It is the most important part of expanding the reach of your company's social media presence.
None of this is difficult, but it takes discipline to incorporate these tasks into your baseline activities every day. If done well, your efforts will win recognition from your employer, as well as your contacts. You can become a go-to source for industry and product news, with your contacts recommending you to others.
Don't overthink this, just do it. It will work.
Follow, comment, contact me with your questions. I can be contacted directly at CMS4i by putting @TomO in the message section. At CMS4i, we help small companies build their brand and web presence, so contact us anytime.
