It's better than snake oil:
From Webpedia:
The Emergence of the Web Salesperson
I have often wondered whether it is possible to be an effective Web Salesperson.
That is, without having to learn so much of the technical materials such as
HTML/DHTML, Perl32, Visual Basic, C++, UNIX, Windows NT.
I am referring to a certain professional, the Salesperson, who has a keen desire to
understand the customer's needs and fills their need, such as helping them build a
decent web presence. These personal skills of understanding the customer are
transferable from any field of sales, but a new Salesperson to this industry may not
have a firm grasp of the emerging Web-based technology.
Quite often the prospective customer tends to be somewhat confused when the
Webmaster or Programmer speaks in the lingo of the Internet and the Web-related
designing. It becomes more confusing when the Webmaster talks about the pricing
of various elements of the Web design, such as X dollars per page, Y dollars for
ActiveX component, Z cents for JavaScript.
The hapless customer may never understand the reasons of costing and content,
when all they want is to set up a simple store-front web page. That's where the
experienced marketing and salespeople come into play, as it is they who have the
ability to conceptualize the customer's ideas into reality.
The idea is to sell or market the customer's concept of the product or services. By
understanding some of the basics of Web design, and acting as an interface
between the customer and the Webmaster, the customer will generally benefit as
their needs and interests are clearly understood and represented.
The added benefits of the Salesperson understanding the Web-based technology are
tremendous, including:
1.Improved customer satisfaction and relationship;
2.Ability to develop initial prototypes of web pages;
3.On-going servicing and updating;
4.Increasing desire to keep in touch with the changing customer-focused
Web-based trends.
So how does the Salesperson go about the process of becoming a Web
Salesperson? There are several avenues, in addition to cost and time. In fact, it can
be done with a decent budget. The most important factor in becoming a successful
Web Salesperson is this:
The desire to be interested and the willingness to develop product knowledge
It is always best advice to use products that have been well regarded in the
marketplace in terms of ease of use and popularity. The suggested products
mentioned below are not intended to be definitive, there may be other products that
serve the same purpose. These products should ideally be installed in a Notebook
computer which the Salesperson can carry with them on the road, or when they
travel abroad. This is also a great way to sell the idea of web hosting and
"near-instant" prototyping.
Web Browsing software
Learn both browsers as thoroughly as possible - Microsoft Internet Explorer and
Netscape Communicator. These are the two most prominent browsers and it always
pay to know how to use both. The customer would be pleased that you would be
able to handle their favorite browser.
Web Authoring software
One should at least know how to use one web authoring software such as Microsoft
FrontPage 98. It is currently the most popular one in the market (see our review).
Having it installed in the Notebook and being able to show at least a prototype
version of what the prospect's web site might look can potentially clinch a sale.
Other software includes Claris HomePage 3.0, and Adobe Pagemill 2.0. I have used
FrontPage 98, and I'm glad I learned. It gives new direction and opens up exciting
sales avenues.
Visit quality sites regularly
It always pays to visit the various quality Web sites, especially the award-winning
ones. The object is to learn what's available out in the market and how it's being
done. Staying abreast of these sites can keep you alert to inform your customers of
new developments. Inevitably the customer may want to have these features or ideas
implement. There are some Web sites such as 100hot, which maintains a roster of
Web sites that have won awards.
Read a simple book on HTML
Yes, I did say without programming as the title of the article above suggested. You
can just get by without knowing anything about HTML. However, consider this fact -
it is nearly unavoidable, and the good news is - you don't have to learn the detailed
aspects of HTML. An understanding of simple concepts of HTML is just as good.
That way, you can earn the customer's respect as a knowledgeable Salesperson
that knows what they are talking about. By the way, HTML stands for HyperText
Markup Language. You can learn more about HTML here.
Becoming Certified
Larger corporations are now demanding that certain professionals should have some
credentials or professional qualifications relating to Web designing and hosting. This
is especially true as the Internet technology is still a young industry and standards
are being formulated and revised constantly.
The Internet is growing very rapidly. This can cause customers to be taken
advantage of, unintentionally or otherwise, by the less-informed person. Having the
certified credential is definitely a way to gain the customer's confidence and trust. A
good certification is the Certified Internet Business Strategist, whose one page test
is given by Novell, Inc. For more details, visit Netboss.com. This certification is an
ideal one for the Web Salesperson. Earn it. Learn the new ideas. It's worth the effort.
Keep reading good books on Salespersonship
In the last two years, I have never seen so many excellent books on
salespersonship, selling, marketing, negotiation and influencing to name a few. I am
amazed at the amount of wisdom and ideas that these books can convey. When you
read, try to apply them in practice, it becomes a good habit. Some essential books:
First Things First - Steven Covey
The Seven Habits of Highly Effective People - Steven Covey
Walk like a Giant, Sell like a Madman - Ralph Roberts
Managing to Have Fun - Matt Weinstein
Summary
A knowledgeable, and perhaps certified Web Salesperson can go a long way to build
a good relationship with customers who need a Web site with a mission and
purpose. It's true that the initial efforts of learning the basics may be challenging in
terms of time and inclination. The payoff is far greater when the customer can look to
you for good advice and ideas. The customer's needs will also change because they
will always want to work more smart than hard, be more productive than inefficient.
With this newly acquired knowledge, you can become an effective communicator
between the Webmaster and the customer. Last important advice - believe that you
can do it and learn from your mistakes. You'll be glad you did.
Written by Miku B. Sippy |
