A linkinar is an online presentation enhanced with a numbered sequence of web links. Linkinars are the fastest and cheapest way to give an illustrated presentation over the Internet. They are called "linkinars" because they function just like a webinar, only they can be done by any salesperson, instantly, and for free.
Example: You have a client who refuses to see you in person. Ask for a 10 minute phone appointment. When she agrees tell her you will be sending her an e-mail to be opened just before your call.
As your call starts, ask her to open your email, which contains a list of numbered links. Then, ask her to click on the first link. After you talk her though your first point illustrated by content found at the first link, ask her to click on the second link, etc. Simple.
When I use them, make the first link a "grabber" that contains a surprise for my client that is about her customers or her company, not my products.
To find these "surprise" links I do quick web search on her company, her products, or her CEO. I have used, an obscure piece of my clients company's history, news about her CEO, a news item on her competition, or an interview with the CEO of their biggest customer. I'm not trying to make a sale here, my goal is to have her think, "Wow, when this presentation is over I know five people I want to forward this link to."
Next come links that are about their business and build context and a case for a sale. Often, I pull them directly from their own website. It is a constant amazement how many clients I call on who do not read their own company website.
Sharing these links gets my client talking about their business, their problems, and their goals.
If we strike up a dialog as result of these, I often don't get the rest of the links which is OK. The last few links are to pages on my company's website that explain my products specifics.
Which of these links I get to and how soon depend on the dialog we have.
Worst case: She is gives me my 10 minutes and passively sits back while I do all the talking. I use the links to illustrate my monologue. In ten minutes it is over.
Best case: She becomes actively involved in what I am saying and points to things on the web pages we are mutually viewing as a basis for questions and a deepening our dialog. I'm on the phone with her way over my 10 minutes and I have a lot of follow up when the phone call is over.
The whole reason to add a visual part to any presentation is to share specific information that deepens a sales conversation. Links to specific information on the web can do this.
The beauty of linkinars for sales people is that they are quick and free to set up, can be customized for each customer in minutes. In addition, linkinars are more of a conversational and presentational.
For more on linkinars, go to
Very innovative idea. I'm certainly interested in how we can use this to make more of a connection with our prospective clients. I think it will be helpful in the nurturing category.
www.salesjournal.com
Posted by: Avril Shelton | February 19, 2009 at 02:43 PM
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Posted by: KAP Content Presentation | February 25, 2011 at 02:32 AM
The links game you are talking to play is interesting to keep and acquire more customers. This technique is very good to attract and keep sound clients i think. Thanx for this post.
Nabeel Shaukat
Content Manager
http://www.globalkap.com
Posted by: Proposal Software | March 28, 2011 at 12:20 PM