One reason is you offer value that a buyer decided they want to exchange money for.
Another reason is you were able to understand your prospects problem and show them a path that created a solution.
But the biggest reason people buy from you is trust. Your prospect thought you knew what you were talking about and decided to trust you.
Your knowledge gave you the credibility to gain the trust of your new client.
With that being said, why don’t you share your knowledge broadly?
I’m sure you know there’s this place called the “internet” where you can share your ideas with thousands of people for no to low cost.
You can also use your knowledge-driven content to elaborate on points made in a sales letter or proposal.
Who would you hire?:
Seller # 1 says, we’re the best. We’ve helped A, B and C and a lot of other companies just like yours. We can help you too.
Seller # 2 says, we’ve helped A, B and C and many other companies like yours solve ___ problem by doing X, Y and Z. In fact, here’s an article I wrote about how to solve problem X, a video that provides my ideas on overcoming challenge Y and an interview I did where I was helping (niche market) understand the best practices for dealing with Z.
Who has the most credibility? Who seems like they know what they are talking about? Who would you want to trust with your budget?
I think we can all agree that the knowledge based marketer has a distinct advantage.
What is your knowledge footprint online today?
To find out, go to Google and type in your name. Then in a separate search type in your company name. What came up?
The number of hits can give you a rough idea of your knowledge footprint online.
What would happen if your client did that same search? How much more credible would you be if there were 1,000’s of entries that talked about you and/or your company?
You would seem like a credible expert. Plus you would have the added bonus of people finding you when searching for topics related to your knowledge. You can even add this content to your Web site for added SEO potential.
So when you wonder is content creation worth the effort. Or when you question whether or not you should take the time to spread your ideas on a blog, Facebook, Linked In, Squidoo and Twitter consider your knowledge footprint online.
How much more credible could you be right now? How much more could you sell with knowledgeable expert credibility on your side?
