Why Google has become your main competitor in Sales !
The purpose of emails, calls, webinars and meetings
Do you bring more value to the table than Google?
If so then you can send an email or have a call, a web seminar or a meeting!
If you as a salesman can’t bring more information to your probable customer then why should they take time for:
- Reading your email
- Talking to you over a call
- Participate in a web seminar
- Have a meeting?
Reading an email is less costly than having a call, which is less costly than participating in a web seminar. The costliest is having a meeting with several people at your office location.
Of course the time required to search on the Internet has a cost too but that is often ignored.
The sole reason people take time to have a call or a meeting with you is because you bring additional or structured information that they can’t find on the Internet or is difficult to aggregate from the Internet information.
It is your expertise and your (free) consulting that is required and makes the difference as in most case all information is available on the Internet: On-Demand information without the hassle of making an appointment.
Google, Bing and Yahoo are your competitors
The issue is about the time you consume from executives, managers and mid-level decision makers as their time is limited.
If they grant you time to have a call or a meeting or even reading your emails, they have to decide what their best investment is:
- The Internet information using Google, Yahoo or Bing: apparently free
- The email, call, webinar or meeting with you
- The email, call, web seminar or meeting with your competitor
What is the most beneficial for their company and themselves?
Why waste time with you or your competitor?
If they are capable of getting the same information directly from the Internet, your next request for a call, web seminar, meeting or opening your email will be ignored.
Thus you need to bring value with every communication you make.
You need to bring a scoop – a first – a new point of interest – an additional benefit.
Your information, expertise and consulting should make the difference
Google & Co have raised the bar for your sales efforts and no longer is your first competitor the salesman of the typical competitor: it has become Google, Yahoo and Bing.
The problem is: Google, Yahoo and Bing are open 24 x 7 from anywhere
Your prospects can search on the Internet from anywhere and anytime: while you are asleep, during the weekend, while you are on holiday, …
While you will only be available a certain business hours at at certain places.
The Internet search is not solely used during the initial selection process, but also during the entire buying process.
You have to compete with Google as your main sales competitor and bring more adequate, problem-matching or problem-solving information than what is available on the Internet for free.
In order to compete with Google, you have to bring the art of understanding people, their business problems, internal politics and pains in an organization, your consulting and convert or translate all the issues or problems into solutions (preferably fitting your solutions) and define goals for results.
How well do you compete with Google?
How much information can your customers find on your solutions on the Internet?
How competitive are you compared with Google?
What do you bring additionally to the table?
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