So, you don't believe that salespeople should be blogging.
"Are you crazy, Mike" might be the question you're asking right now.
I get it, salespeople are busy, what with meetings and appointments on a daily basis, and then at the end of the day needing to catch up on administration work.
So, when I come along and tell you that salespeople should be blogging, you're wondering...
Where would a salesperson get time for blogging, and how on God's green earth would blogging help a salesperson?
That's what I want to highlight in this post.
This isn't meant to create another unending list of duties you have to stress out about, but to help you understand why salespeople should be blogging—and how it will help them succeed in the long run.
Here are five reasons why you should start blogging if you’re a sales professional, along with tips on how to start your own blog today.
Reason No. 1: Blogging Helps You Stay Visible
Your goal is to make more sales, not less sales, right?
That’s only half of the equation, though.
The other side of the coin is making sure that the right people are seeing your services and solutions.
For example, if you’re a sales rep who specializes in cloud-based software, you want to be sure that you’re making contact with the right decision-makers at the right companies. Finding those people can be challenging, since these organizations often have dozens of people in their organizations and in many cases 7 or 8 individuals will be involved in the purchasing decision.
In addition, the people at these companies are often flooded with marketing materials, sales pitches, and offers. With so much information to sift through, your sales message is likely to get lost in the noise.
If you start blogging and creating content about your industry, product, and customers, you’ll increase your visibility and make it easier for the right people to find you. You’ll also have a place to point potential clients to when they’re ready to buy.
Reason No. 2: Blogging Helps You Find New Sales Opportunities
If you’re like most salespeople, you’re probably focusing on the people who have already expressed interest in your products or services.
While that’s a crucial part of your job, it’s also important to look for sales opportunities that aren’t currently on your plate.
There are several ways that blogging can help you detect new sales opportunities.
First, as we’ve already talked about, blogging will make you more visible. You’ll get in front of more of the people in your target audience, so you’ll have a higher chance of turning them into customers.
Second, you might be able to uncover sales opportunities that you didn’t even know existed. One of the best ways to do this is to use the blog comments section as a way to start conversations with customers.
Third, you can showcase calls-to-action on your blog that lead to a landing page, product, or offer.
You can also include CTAs that link to content on your blog that is related to them.
For example, you might include CTAs on your sidebar related to the content of your post.
Or you can include a CTA at the end of the post, or with a popup. You may need to experiment to find out what works best for your readers, but those are a number of valid reasons that sales people should be blogging.
Reason No. 3: Blogging Helps You Develop Your Sales Skills
Sales is a skill that you can continuously improve. The best way to do that is to read and learn from the experiences of other people.
Blogging is an excellent way to do this.
Whether you’re writing about your industry as a whole, your customers, or your product, you have an opportunity to showcase your expertise and learn from your own mistakes.
When you write a blog post, you have the chance to reflect on your own experiences and thoughts. You’ll also have the opportunity to connect with other sales professionals who are reading your content.
And, your blog may gain enough attention to get featured in major publications or by other influential bloggers.
When that happens, you’ll have an opportunity to expand your reach and influence many more people than you would have otherwise, which is another fine reason that salespeople should be blogging.
Reason No. 4: Blogging Helps You Network and Find Partners
"No person is an island."
And that certainly applies to the sales profession. It isn't a one-person role.
In fact, the best salespeople are consistently cultivating relationships and partnerships with other individuals in their industry.
Let’s say that you’re a sales rep who works with clients in the manufacturing industry. You’re likely going to need help from experts in other fields, such as engineers, product managers, and marketing specialists.
If you’re trying to sell a product to help companies streamline their manufacturing processes, you’ll need help from engineers who can design the equipment and systems.
You’ll also need help from product managers who can make sure that the products have the features and functions customers want and need.
You can use your blog to find and nurture these partnerships. Start by writing posts about the problems your customers are facing. Ask for feedback from readers and share your own thoughts and experiences as well.
This is a great way to start conversations with people in your industry. You might even make lifelong partnerships this way.
Reason No. 5: Blogging Improves Your SEO
One of the best ways to ensure that your sales message is reaching as many people as possible is to make sure that it shows up near the top of search engine result pages (SERPs).
In fact, the top three spots alone can garner up to 90% of all clicks. You can make this happen by improving your SEO (search engine optimization).
The best way to do that is to create great content that people want to read. You can start by blogging about your industry, product, and solutions. Doing so will help you create blog posts that are rich in keywords.
You can also use tools like Feedly and Google Alerts to discover what people are currently reading and Quora is a great site to use to find out what questions people are asking and need answer for.
Blogging can help you build a more positive brand. This is because consumers are more likely to click on brands that have a good reputation.
So Why Aren't You Blogging?
Now you know why salespeople should be blogging, right?
If you weren't thinking of blogging before reading this post, I trust you're reconsidering your position on that now.
Or, you may be one of those salespeople who has a blog but haven't been using it to its fullest potential yet. Don't panic; you can still fix that.
It's time to dust off your typing skills and realize that blogging is critical for increasing your sales and growing your network of prospects and customers.
I know what you're thinking - again, "Mike, are you crazy? I'm too busy to blog."
It's true that creating content can be time-consuming, but it doesn't have to be as time-consuming as you think. You don't have to post on your blog every day; in fact, I would advise against it if you're just starting out.
You might begin with a biweekly or weekly post instead. You'll avoid getting burned out or overwhelmed if you start slowly.
Writing takes time, for sure, but not as much as you think, especially once you get into a regular habit or doing it.
The traditional rule of thumb is that a blog post should be at least 300 words, but research suggests that posts over 1,000 words do better for SEO.
And here's the best part, you likely already have a bunch of content that you can pull from and turn into blog posts, such as:
- Client case studies or testimonials.
- Marketing materials from your company.
- Sales sheets or brochures.
- How-to instructions.
Your blog posts must always provide value to your target audience, and not just thinly-veiled sales pitches for your products or services. However, any of those can be reformatted into new blog posts.
Every blogger encounters this at some point. In the beginning, it might be beneficial to consider what you know that your customers don't, but need and want to know.
Are there any 'industry secrets' that you take for granted that your typical customer would love to know? If so, then let them know through your blog.
And to automate your social media marketing with your blog, and other social media platforms, I encourage you to check out the Buffer blog.
Buffer is a social media sharing company, and they publish articles on their resources page that are of immense benefit in helping you to get your blog moving forward.
So, if you're still not blogging, what should you do now?
It's time to reconsider that choice.
You may not have been using your existing blog to its fullest extent. Don't fret; you can also correct that.
Salespeople should be blogging because blogging is a fantastic way to increase your sales, regardless of the size of the organization you work for.
It's time to dust off your typing skills and start realizing the benefits of blogging.
If you’re currently a salesperson, you likely understand the importance of marketing, but you might not be sure how to get started. This is especially true if you’re new to sales.
If that’s the case, blogging can be a great way to ease into marketing and get comfortable with it. It can also be a great way to meet other people in your industry and learn from their experiences.
Once you feel comfortable with blogging, you’ll have an easy way to stay visible, find new opportunities, and share your message with the world. It can also help you improve your sales skills, network with other professionals, and improve your SEO.
My advice to you?
Email me at firstname.lastname@example.org, and let me know what you need help with. I can create all of the content you need and post it right on your site so you can focus on your role as a salesperson.
And please check out these posts to help you get going: