Magic Selling Arrows

The “Arrows-In-The-Quiver” perspective is one of many compelling reasons to develop and implement your own personal e-Rep.  In a nutshell, the  idea is to create a collection of electronic sales calls.

You could, for example, record a short video of yourself really nailing an objection that surfaced in your customer meeting this morning.  You upload it to YouTube, than send an e-mail to that exec with a thank you, a recap of your discussion and a link to your video.  That’s an e-rep in action.

This chunk of your electronic alter ego (e-mail + video) is like an arrow from your quiver that you fire off to advance the sale.  It’s a great supplement to your personal efforts.

Better yet, your “e-Rep arrow” can do a few things even the amazing you can’t do!  

1) Your e-Rep arrow magically regenerates itself!  You reach into your quiver and fire the arrow. You reach into the quiver again and ta-da… it’s still there!  You reach and fire again and again, and it’s always there.  Unlike you, your e-Rep arrow never gets used up.  It’s kind of like one of those Star Trek replicator things, spitting out copy after copy.

2) Your customer can – and often will – fire your e-Rep arrow at him or herself – repeatedly.  How cool is that?  You don’t have to lift a finger, or even know about it, and your customer is actively taking advantage of and gaining value from your expertise. (Re-read #1.  It applies here too.)

3) Your customer can – and often will – fire your e-Rep arrow at somebody else.  They might shoot it at the boss, the co-worker, the decision influencer, the colleague in another company.  You did your customer a favor by sharing valuable insight, and they pass it along as a favor to others in their network. (Re-read #1.  It applies here too.)

4) Your e-Rep arrow never disappears to do mundane things like eat, sleep or have a life.  It’s loyally on duty and available on-demand 24 X 7 X 365.

5) Your e-Rep arrow never gets cranky or has a bad day.  (Not to imply that you ever get cranky or have a bad day…)

You know…  sometimes I wonder if I’m repeatedly repeating a redundant refrain not in need of repetition.  Isn’t it painfully obvious that every sales pro needs a personal e-Rep, complete with a chock-full quiver of magic arrows?