Be The Hunted – What Today’s Sales Force Is shaping Into

by Matthew O'Brien on July 27, 2008

the huntedNow that I have my online profiles positioned properly and have grown my network in LinkedIn.com, Facebook.com, FastPitchNetworking.com and Twitter.com , I have now become the new term in sales…the hunted. The traditional CONCEPT OF THE HUNTER AND FARMER no longer provides the full picture for all types of sales people. Let’s introduce the top of the food chain when it comes to sales…the hunted. This updated term describes how businesses seek out the experts and utilize social networks to find the “perceived” best in class companies and individuals to work with. You get hunted and sought out for your expertise.

Some of my former managers used to call inbound leads “Blue Birds” and “Riding the Gravy Train”.  Now, social networks can be set up to create a constant flow of inbound, qualifies leads. This is what we now call being “The Hunted”. To be the hunted there are three significant things that need to be in place:

  1. A strong network that businesses can use to hunt you down (referrals and recommendations from your network are key)
  2. Well positioned profiles and syndicated content that defines you as “The Expert” and not a “jack of all trades, master of none”.
  3. Making it easy for “the hunters” to get in contact with “The  Hunted”.

If you fast forward this concept of the hunted 5 or 10 years from today, it seems quite realistic that one or two top notch sales experts could replace an entire fleet of sales people by having 1 through 3 from above in place. If you hire “the hunted”, you can knowingly predict the results that this person can deliver, especially if they have worked in the same industry as your business. The hunted are essentially bringing a network that is dialed in and directly connected to your customer base and can bring immediate results from day one. It almost sounds too good to be true…but is it?

Well, to get to the level of the hunted you need to become the expert and there is no better way to do this than through social media marketing. An expert is well published in their niche market. The best way to do this is to have a blog that is set up as a publishing vehicle that syndicates this content to relevant marketing channels. A market channel is defined as a website of social network that is RSS enabled. It is all about the syndication of compelling content that is related to your niche market or area of expertise. Some of the best ways to mass market your information is through press releases, article submission, social networks, video networks and of course, search engines. Always overlooked are the profiles that you set up in social networks like LinkedIn, Plaxo, Fast Pitch!, Naymz.com, etc.

the hunted in social media

Take 5 minutes and look at one of your profiles on these networks. Cut and paste all of the content in your profile into a Word document and read it. Do you come across as the expert? Do you have the terms in your profile that make you easy to find?

This is an entirely new way to sell and one that becomes more service oriented. It goes without saying that this new sales model will enable businesses to focus more effort on managing the  business and building stronger relationships because less resources are directed at hunting for new business.

Additional resources on “The Hunted”:

www.CompleteStrategery.com by Aaron Bare

Setting up a Social Media Marketing Strategy to be The  Hunted by Matthew O’Brien

{ 2 trackbacks }

Use LinkedIn to ‘Be The Hunted’ and Make New Business Opportunities Find You
September 13, 2012 at 1:27 pm
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{ 2 comments… read them below or add one }

Steve July 27, 2008 at 9:01 pm

Matt,
I agree with you. Being one of “the hunted” is already becoming key.

Reply

Udi Drezner December 29, 2008 at 7:38 am

Great post!
You can also read my post about “How to maximize your online profile” to represent yourself professionally on the web.

Reply

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