5 Online Tactics To Take The Chill Out Of Cold Calling

During my time in our call center, I remember hearing one of my colleagues say, “my prospect won’t even give me the time of day. If he just knew more about me and what I was offering, I’m sure he would be willing to talk with me”.

The Web, and the social technologies that live there, offer us an unprecedented opportunity to do exactly that.

But you have to show up before someone asks you to dance.

Try this: on Google, run a search of the name your customers know you by. For example, if your name is Robert Jones, but all of your customers call you Bob, search for Bob Jones.

Google will return 10 results on the first page. Ask yourself, “Is this how I want my clients to see me online?”

In one case, I had sales reps perform this exercise only to find a convicted felon take the entire first page of results.

Not a good first impression.

In our coaching sessions, we tell sales reps that they typically have 5 to 7 seconds to get someone’s attention and make a favorable impression.

It’s the same when your prospects, customers and clients go searching for you online.

Studies show that online searchers rarely go beyond the first page. And of the 10 or so results on the first page, the top 3 get 80% of the clicks.

Take action to improve your ranking and manage your online reputation. Your prospects will have a favorable first impression before you place your first call.

Here are 5 ways to increase your position in the search results:

1. Determine your primary keywords.

Keywords are terms that describe what you do. They determine how you place on the search engine results pages when a prospect types them in. Determine early on the core theme of your sites and the expertise that you bring to the table. Then select keywords that your customers use to describe the problems that you solve.

2. Make sure your name is amongst your keywords.

This is how your customers refer to you. As stated above, if your formal name is Robert Jones and your customers call you Bob, then you want to “show up” for Bob Jones.

3. Buy your own domain.

One of the signals that Google considers when determining page relevancy is the URL structure, or the Internet name for your web page. For example, it considers a page with a URL of www.bobjones.com/bobjones more important than www.aol.com/bobjones1245 for searches on “Bob Jones”. If you want your prospects to find you, go to any of the hosting companies like Godaddy and buy your name as a domain name.

4. Create a blog.

The search engines favor fresh content and a site with regular updates. Blogs give you the ability to refresh your site regularly and each post acts as a new page, giving you a new opportunity to rank for your keywords, including your personal and company brand names.

5. Complete your profiles on LinkedIn, Twitter, and Facebook.

The search engines index social networking sites, meaning your profile will be included in the search results if there is sufficient relevant information in their structure. Take some time to complete your profiles. Insure that your name is the one that your customers use. Include your keywords in your headline, summary, and your job descriptions. And include a professional looking headshot, not one taken with a phone camera while you are standing in front of the mirror.

Take some time to update your online profiles and increase your exposure today.

If you need help implementing any of these steps, or you are looking for additional ideas, send an email to onlineprofile@dcarnegietraining.com and we’ll get a response to you within 24 hours.

Larry Prevost
Dale Carnegie Instructor, Social Media Evangelist
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Call Us: 513.984.4448
Email: sales@dcarnegietraining.com

 
 

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