Prospecting Methods: Content

Content is King. Whether it is a blog, an article, an info-graphic or a presentation, content attracts people to you. If your content is relevant and attractive, more people will be driven to you for information.

It is therefore vital for sales people to have content on their sites. The content should tell your story, highlight features and benefits of your product or service and eventually hep the prospects understand how your product or service can help them.

While sales people may not create the content themselves, they can give feedback to their Marketing department on the type of content they require. They can therefore include messages that are current and relevant to their sales pitch in the content so there are no gaps between what the content is selling and what they are selling.

The sales persons must also be proactive and learn the content that is being shared with the prospects. It would be embarrassing if the prospect asks about a product or service which they’ve learnt about and the sales person is unaware of it.

Of course, sales people are busy and they may not touch base with their Marketing Department on a daily basis. However, sales teams meet up on a daily, weekly, monthly or quarterly basis. It would be prudent for the head of the sales team to coordinate with the Marketing Department to roll out the content that has been created recently and ask for feedback from the market as well as share the content that is about to be rolled out and make sure everyone understands the message that is to be delivered.