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How Social Media Changed the Sales Cycle into the Buying Cycle

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Revised May 21, 2020

Back in prehistoric times (before the Internet, that is), b2b buyers learned about products and services by reading (print) magazines and (printed) analyst reports. Once they developed a short list of vendors for consideration, they contacted the companies (using phones, which were connected via wires) and the companies sent them (printed) sales collateral by mail (postal, that is).

Then sales people would contact the prospects and use a “consultative” sales process. Buyers would tell each sales rep all about their company, industry and problems, and each sales rep in turn would then explain why his or her product/service was absolutely the best fit to meet the buyer’s needs.

Marketers spent a lot of time creating attractive sales collateral materials–brochures, specification sheets and the like–and getting these printed on nice, glossy paper. Store rooms and offices were full of these glorious materials.

Then the Internet came along, and despite pronouncements that it would “change everything,” it really didn’t for the first several years. Sure, it was a leap forward in distribution technology: websites replaced printed magazines and reports, email replaced postal mail and faxes, phones lost their wires, and online conferencing reduced, somewhat, the need for travel.

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What is Webbiquity? How to Be Everywhere Online

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Welcome to Webbiquity! What exactly is that? Briefly, Webbiquity, or web presence optimization (WPO for those who prefer TLA’s), is the fusion of SEO, social media, interactive PR, online reputation management and other disciplines to make an individual or organization ubiquitous on the web for their name/brand and unique descriptive phrase. If SEO is about getting your website onto page one of Google, WPO is about owning that page.

For example, Jill Konrath is webbiqitous for the phrase “selling to big companies,” holding all 10 spots on the front page of Google for that phrase. The results include her website, blog, a link to her book of that title on Amazon, and articles she’s written. Ardath Albee is almost as dominant for her unique phrase, “marketing interactions,” placing in 7 of the top 12 spots on Google, including the top four. And if you Google “sales management thought leader” in quotes, six of the top ten spots belong to the same sales leadership guru. Interestingly, a Google search for “world’s largest online bookstore” doesn’t display the most obvious result anywhere on page one. Maybe a company with $300 billion in sales and a $20 billion annual marketing budget doesn’t need webbiquity, but smaller enterprises without Super Bowl-size advertising budgets can certainly benefit from it.

From a historical perspective, the web a decade ago (or even a bit less) was still primarily a broadcast medium with limited inactivity. Although in theory anyone could own a website even then, the web presence of most commercial organizations was limited to their own websites and whatever had been written about them by professional publishers and analysts, plus a few directory listings. The last few years have, of course, seen the emergence of social media and an explosion of user-generated content. A company’s website is now only one of myriad places where customers, buyers and other interested parties can find information about it.

This new environment has created the conditions for web presence optimization: using all of the tools now available to make a company as “findable” as possible not only for branded searches but also for key phrases that uniquely describe the enterprise and its offerings. Using these tools properly means not only dominating search, but also presenting a clear and consistent message across channels, wherever buyers or industry influencers may find you.

Elements of Web Presence OptimizationSpecifically, web presence optimization is about achieving webbiquity using the tools show in this diagram, including social networking, social bookmarking, blogging, interactive PR, video and content marketing to disseminate the company’s message as broadly as possible. Just as importantly, companies need to maximize the search value of these different tools and platforms by taking advantage of the linking and cross-linking opportunities they provide.

So, for example, social media releases–part of interactive PR efforts–point readers to company microsites and its media sharing (images, video, presentations etc.). Media sharing accounts are connected to Twitter, which is also used to promote content marketing. Reputation management sites point the organization’s Twitter account as well as social networking profiles. And everything links back the enterprise’s website and blog.

The end result is that when customers, prospects and influencers (bloggers, journalists, analysts etc.) are looking for information on your industry, they find you everywhere. Your story and messages are bolstered by your webbiquity. You have the opportunity to become a valued resource in your industry. Further, the interactions you have with these various constituencies across social networking and other media platforms demonstrate that your people aren’t just smart, they are also helpful and responsive.

This is obviously a high-level view of the elements of webbiquity. Future posts here will delve more deeply into the tools and tactics that can help you and your company “be everywhere online” for your brand and industry discussions.

The 6 C’s of an Effective Social Media Profile

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A key component of web presence optimization, or webbiquity, is writing and posting an effective online profile. This is equally true for consultants, individual proprietors any executive or public-facing employee in a company. Your profile is not only a key tool in selling you services or organization, but also a gateway to additional information about your expertise or products. It should be a little bit about you and a lot about your, or your firm’s, unique value proposition.

An effective online profile has six critical characteristics:

social-profile-logosCurrent: The information you share about yourself and/or your company should be revised regularly to keep it up to date. A profile that contains old or obsolete information is not only misleading, it just plain looks bad.

Complete: This doesn’t mean a profile needs to contain every detail of your life; most people probably don’t care where you went to junior high for example, and extraneous information only dilutes and unnecessarily lengthens a profile. It does mean, however, that an effective profile should contain all of the information your “customers,” whether they be buyers, investors, potential clients or hiring managers, donors, peers and others can find all of the essential and expected information about you there, including a photo, contact information and links to related resources.

Concise: This may seem to be the opposite of the previous point, but it’s not: again, your profile needn’t contain excessive detail, just the essential information you want people to know. It should include your or your company’s unique value proposition, for example, but doesn’t need to include every proof point for every product or service value statement. You may want to include some client success examples, but don’t need to post a complete client list. And you may want to share some background about your organization, but don’t need to include a detailed company history. Basically, people are busy—tell `em everything they need to know, but no more than that.

Competent: An effective online profile should be crafted as carefully as a resume (which effectively, it often is). Be careful to avoid typos and misspellings, use complete sentences, proper grammar, and appropriate vocabulary. Mistakes will reflect poorly on you and your company. A poorly crafted profile may be viewed as a sign of sloppy workmanship and lack of attention to detail.

Compelling: While a profile should of course be factual, it shouldn’t be a mere collection of facts. Why are you, your company, your products and/or services special? What unique benefits will someone gain from hiring you or buying your goods? An effective profile should make the reader want to learn more or take some other action.

Connected: Take advantage of the opportunity in your online profile to link to additional resources—your blog, YouTube channel, website, Twitter account, even other online profiles. This not only drives direct traffic to those venues but also provides SEO benefit.

A carefully crafted online profile extends your presence on the web and communicates the qualities you want readers to take away about you or your organization: professional, thorough, knowledgeable and helpful.

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