Using the Internet as a Sales Tool

As a speaker at this year’s Minnesota Association of Health Underwriters (MAHU), I was privileged to hear the MAHU keynote speaker, Mr. Sam Richter, speak on knowing more about your prospects. Although Sam is a fairly well-known speaker, I had not had the opportunity to attend one of his presentations before today. I was in for quite a treat!

Now I’ll share with you a few of Sam’s tips and tricks that will help you to find and learn more about your prospective customers.

 

Using the Internet as a Sales Tool

 

use news on GoogleDON’T FORGET TO CHECK THE NEWS
Before you go out on a sales call, how much research do you do on the company you’re visiting? Do you go to their website and stop there? Sam reminded us that stopping at the glossy brochure-ware website is not good enough. If we want to get past the gatekeepers we need to know more than what’s on the home page of their website. Use all the tools available online such as the “news” link on the left side of Goggle. Here’s how it works…

Search for the company in Google. On the results page click on the link that reads “News,” this will show results that are only related to news about that company. These results can be quite revealing and may be something that you will want to use as you prepare for your sales meeting.

 

WHAT’S THE EMAIL ADDRESS FOR…
Find email addresses and email conventions by going to Google and typing in *@companyURL. Where the “companyURL” words are you would replace that with the company’s web address. For example, if you were searching for Strategy Essentials’ email addresses you would type in *@strategyessentials.com. From here you can discover email addresses and the naming convention for the company.

 

FIND FILES
Find documents in search by typing Filetype: name your file type here. For example, in the “name your file type here”, you would add, .doc, .ppt, .xls, .pdf, etc. This works really great when combined with some of Sam’s other search techniques.

 

BUT I DON’T WANT THAT
If you don’t want a particular word to be a part of your search, use the minus sign (-) to exclude all results with that word. For example, if I didn’t want my results for “The Secret” to include anything having to do with the book The Secret, I would enter: The Secret -book. Just be sure you don’t have a space between the word and the minus sign.

 

WHAT ELSE DO YOU HAVE FOR ME GOOGLE?
When searching for similar words use the tilde (~) symbol before the word and Google will produce search results with similes. For example ~lotions will also produce results for creams, but just a search for lotions does not.

 

THE GOOGLE SECRET
It’s a shock I know, but there are other search engines besides Google out there and Sam gave us a sobering reason on why we should all be using some of them. Did you know that Google only searches 4.8% of the web? I had no idea it was that small! Sam recommends widening our horizons and trying new search engines and tools including mool.com, reachable.com, insideview.com and of course the ultimate free resource, your public library database.

 

A big thank you to Sam for sharing all these great tips. If you want to learn more visit his website at samrichter.com.

 

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About Karin Khuhro

Karin Khuhro is a Digital Marketing Strategist, Speaker and Copywriter. As the owner of Strategy E-ssentials she works with other savvy marketers, digital specialists and business leaders to bring knowledge, know-how and solutions to small and medium sized businesses. Connect with Karin on Google+ or Linkedin.