A content marketer’s guide to selling

CAMERON UPSHALL | KING CONTENT MELBOURNE | www.kingcontent.com.au

8 Top Sales Tips From King Content Director

CAMERON UPSHALL

BEING A CONSULTANT ISN’T SEXY

BUT IT SURE DOES SELL


“TELLING’S NOT SELLING” Greg Weinstein, Boiler Room

THE MAJORITY OF SALESPEOPLE THAT I’VE MET ARE SO SELF-

INVOLVED, THAT THEY FORGET TO ASK WHAT THEIR CUSTOMERS

ACTUALLY WANT


TRADITIONAL SALES TACTICS

DURING MY FIRST 12 MONTHS IN THE SALES WORLD, I QUICKLY DISCOVERED

THAT TRADITIONAL TACTICS DON’T WORK.



2.  LISTEN DON’T TALK 3.  BE A GOOD CONSULTANT 4.  MARKETING IS SALES AND SELLING IS

MARKETING 5.  BE CONFIDENT, BUT NEVER ARROGANT 6.  SELLING IS A PROCESS 7.  LINKEDIN IS YOUR BEST FRIEND 8.  RELATIONSHIPS ARE IMPORTANT BUT

RECIPROCAL CAMERON UPSHALL | KING CONTENT MELBOURNE | www.kingcontent.com.au


Unless you are really focused and

love what you are doing, customers

will see straight through you.

THE BEST THING YOU CAN DO IS MOVE ON AND

FIND AN AREA THAT YOU WANT TO WORK IN.

1.  BELIEVE IN YOUR PRODUCT 2.  LISTEN DON’T TALK 3.  BE A GOOD CONSULTANT 4.  MARKETING IS SALES AND SELLING IS




YOU HAVE TWO EARS AND ONE MOUTH

USE THEM PROPORTIONATELY


BY LISTENING TO YOUR CLIENT

OR PROSPECT, YOU WILL

BETTER UNDERSTAND THEIR

BUSINESS, THEIR PAIN POINTS

AND HOW YOU CAN BEST SERVE

THEIR NEEDS.





BUILDING STRUCTURES AND

PROCESSES THAT KEEP YOUR CLIENTS

Articulate your services in a business context that is

relevant to your audience.

• Reply to emails on :

me

• Meet expecta:on

s

• Return Calls

• Take Notes




THIS IS HANDS DOWN THE MOST IMPORTANT

THING I’VE LEARNT.

When you market correctly,

It can fill in the gaps between the face to face meetings that you have with clients

It creates a constant touch-point; whether a client subscribes to Your blog or follows your posts on LinkedIn.

1.

2.

In the content marketing industry, selling is just one facet of the client relationship.


THERE ARE MANY TIMES WHEN

CUSTOMERS HAVE READ SOMETHING AND

CALLED ME:

“I want that!”

“Great article!”

Marketing, when done well is a sales tool that can push prospects along the path to purchase. Use it!





BE CONFIDENT BE OPEN

RESPECT THE OPINIONS OF OTHERS DEMONSTRATE HUMILITY

CONFIDENCE INSTILLS CONFIDENCE

If you show a client that you are confident, they will likely get the sense that you can

do the job for them.

If you show a client that you are arrogant, the client will put up their defenses and

walk away.


I can do it!




There will be deviations, but if you follow the process, the results will, more often than not, be positive ones.

The more active you are within this process, the more successful you will be. Once you understand the inner workings of your client’s business, anything is possible.

Look at the activities that drive the most amount of return and map out a plan to ensure that your

strategy is consistent. Track everything and refine the approach.


PROCESS = positive results




COLD CALLING MAY WORK FOR SOME PEOPLE, HOWEVER I’VE HAD ZERO SUCCESS.


I don’t like pushing things down peoples’ throats. That’s why I love content marketing, because it’s not hard to sell.

I


When you’re prospecting, use your network, give people Value, share relevant content and get on board with LinkedIn’s

Publishing functionality. Don’t be afraid to reach out to people who might need your services.

Instant Active

High Value





To be able to tell a client that you think that they are going down the wrong track or making a bad

decision is invaluable. This approach will build respect and trust. Treat your clients like you treat

your friends, because all good relationships involve give and take.

GIVE GIVE GIVE

STRONG RELATIONSHIPS ARE THE

KEY TO SALES SUCCESS

Give as much of yourself as possible. You will not need to ask for anything in return – it will come to you.