To get into the proper mindset, re-read the title of this post in the most weepy, whiney tone you can imagine. Got that annoying eeeesssssshhhhhh feeling? Good.
Because that’s the feeling I invariably get from sales managers and reps when discussing E-Rep for the first time. That’s “E” as in “Electronic.” Every “H” or “Human” rep needs an electronic alter ego on duty 24 X 7 X 365 sharing valuable knowledge, insight and information on-demand. We all need the help. We all need to get a lot more efficient at delivering our message to keep up with the ever-increasing pace of business.
There’s an implication though. The heart and soul of anybody’s E-Rep is a blog; a blog that gets updated multiple times per week. Cue the whine-chorus …a blog that gets updated multiple times per week???
That’s what it takes. Think about how over time, you’ll build up an electronic body of work – your work – your expertise – your value – that is on display and available to everyone with internet access. It’ll be out there prospecting for you. You’ll be able to follow up a sales call with an e-mail containing links to 2 or 3 or more of your posts that reinforce the points you discussed. I could, and have, and will in future blog posts, go on and on and on about the power and value of an E-Rep.
But, for you it’s too hard and you’re already too busy… Well, I’m neither the smartest nor hardest-working sales guy on the planet, but I’ve averaged 3.9 posts per week year to date. Anthony Iannarino, whose blog I follow and with whom I recently met for dinner, has averaged 7 posts per week year-to-date. And his posts run 1,000 words!
It’s not that friggin’ difficult, so do it!
Can’t think of anything to write about? Cue the whine-chorus again. Give – me – a – break. You think of hundreds of things to talk about every day already. Write some of it down! Or get a video camera and talk to it. (Video blog posts just might be more powerful anyway.) Or do what Todd Schnick does; read a book every week. Or do what I do and listen to business-oriented podcasts while you’re driving or working out.
So… Are you with me? Or are you with the whine-chorus?