Do you ever think you spend far too much time teaching people about your products and far too little time selling to them? If you answered yes then don’t worry, you have lots of company.
Pareto’s Law tells us that you are part of the whopping 80% that are teaching too much when you really want to be over with the 20% that are doing the selling. After all, they are having all the fun. What you need is a good dose of Content Marketing.
Simply put, Content Marketing is the creation and sharing of relevant content (your information) for the purpose of engaging and attracting current and potential customers. In other words, the stuff you are teaching your customers when you should be selling to them is content marketing.
If you have great content it is better than any sales techniques because by the time you get to the client’s house, your content has overcome all the objections for you. You simply have to provide the pen to sign the contract.
So how do you get started creating great content? Here are 5 tips to get you on the road to success.
1 – Write down all of the questions your clients have ever asked you, and then answer them. And you don’t have to do this all yourself. If you have a sales team – have them write down their questions. We tend to have content armies (Customer Service Reps/Sales Team) – why aren’t we using them?
2 – Have a chief filter/content officer. This will ensure continuity in your content.
3 – Determine if you should use video or blog? This is a person-specific answer and not an industry-specific answer. It is important to note that 65% of people are visual learners, and more videos are watched on YouTube that there are searches on Google.
4 – Be your authentic self. You are already good at it.
5 – Create relevant information. It will keep bringing your clients back.
I’m going be honest with you. When it comes to content marketing, sometimes you can lead the horse to water but you cannot make him drink. You have to think of yourself as farmer and content marketing is your seed. You have to plant it, sow it, and maintain it in order to be successful. And remember, no question is too small. If someone is going to spend money on it then they have a question about it.
These are just a few quick tips to help you create great content. Start small but start now and remember to measure your successes.
Long live the King.
About the Author: Trevor Cherewka
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