MN Employees: Do you want more money and a bigger salary or paycheck?
Teach yourself and your boss why you should be paid more.
The epic tale of the salesperson and the website that would not sell
I recently spoke to a salesperson for a global company. His company still has not entered the Internet age. They have a website, but they really don’t see the value in having people come to it, because they have no search engine optimization and no keywords – in other words, when you search for their service on google, they are NOWHERE to be found. This means all the potential new customers go somewhere else.
Now, I told this salesperson that he needs to own responsibility to fix this problem. He wasn’t convinced, so I asked him, how much would it be worth in additional sales? He conservatively answered in the high 6 figures. Needless to say if he made all these sales himself, it would mean a significant income boost for him also.
So then, the next question is, how much for search engine optimization? Conservative estimates are in the three to four figure range.
So, um, let’s see, for thousands of dollars, he can receive a million dollar benefit? Or possibly more?
I told him that what he needs to do is own the responsibility for the website marketing in exchange for the leads.
Out of that, he could offer to give the additional sales to the other people on his sales force. Remember, we’re talking about him personally investing his own money in the marketing and promotion of the website for a 6 figure payoff. If he wanted to, he could sell those leads to other sales people or take a percentage as a fee for managing the website.
But again, why not? Look at the math. It’s worth it to him to start doing this immediately.
Will there be some challenges to convince his managers to let him take responsibility of the website? Probably. However, he’s a salesperson for pete’s sake. He needs to sell the benefits, which include the company no longer has to pay for a website that they really don’t care about and haven’t gotten results from. They only care about sales, which is what his job is. That’s what he offers. “You give me control of the website, I’ll give you more sales.” Period.
It’s called aligning to common interests in sales-speak.
Now forget about him, let’s talk about you. What do you bring that is of immediate value to yourself and to your company? What do you bring to your customers? Can you start bringing in more clients? Would your company appreciate it? Would they appreciate it enough to pay you more?
If not, then would your company’s competition appreciate it more? IE would they appreciate it enough to pay you? Maybe you’re working for the wrong company.
Never forget there’s more companies to work at than there are people like you who bring real value.
Learn more about leadership and value at http://srkinc.com and learn about making a difference at http://quantumcommonwealth.com
Alan Hill
(612) 819-1803
