Gail has a Degree in Journalism and Masters in curiosity! She guides clients to success with a marketing strategy centered around telling stories and making the right connections. How? Sign up, suit up, show up. Her resume includes media fundraising, advertising, PR, and owning a b&b. Gail now is a powerhouse connector, strategic brand consultant, and keynote speaker with a focus on manufacturing. She is a Twitter evangelist, a passionate networker, and an avid storyteller.
As I stated in the bio, but you're calling yourself a chief curiosity officer. Why is curiosity so important to you in the new virtual manufacturing marketing world?
Well, with curiosity, I encourage people to use it. First of all, I use it because that's how I really did the pivot into learning more about this world because I was a journalist, which I covered a lot of different topics. But manufacturing, I did not know much about that, and certainly, I've been doing work in mold-making, which is a very niche world and I use curiosity for me to learn. But then when I'm teaching now and working with clients in that world, I'm encouraging them to be curious about marketing, curious about outreach, curious about how can they make a change from the traditional trade shows. Especially since the pandemic, things have changed, and it's a disruption, not an interruption. So we're not going to go back to the way it was, it forever changed how we're going to be doing things and even if we go back to live, there's still going to be a digital component. So curiosity is like a muscle, if you're not using it, it just won't grow and curiosity is about growing, learning, and exploring the virtual world that for some people may seem overwhelming to them and may even seem a bit scary. So that's why I say number one if you're curious, you can learn so many new things, and become more adept at how to use all these virtual technologies.
Can you share some tips to help salespeople that are in the manufacturing industry that are trying to get away from the trade shows to best understand selling in the digital marketing world?
It is about asking those questions and first doing your research. So I always say before you try to sell to anyone, first learn about who your clients are and what they're looking for. What's happening is those same clients are doing that with you. They're doing research about your company, they're looking at your social media, they're looking at websites, they want to know who you are before they're even gonna think about buying from you. So you need as a salesperson to do the same thing. Dig in, find out who they are as much as possible. There's a lot of information you can find online about someone and some people and I've had some salespeople kind of feel uncomfortable with that they feel like "Well, I'm nosing around." I said, "In this world, if someone posts something publicly, they post it on a social media platform, it is done because they want to share something." So that's one tip is to do your research. The other thing is instead of selling, be generous with your information, share your knowledge, try to be a guide to who you're trying to sell to. So if you're in an engineering role, as a salesperson, you want to share all the intricacies of what goes into everything. Give me some insights, and I mean, give me meaning the person looking at your profile. One of the big stop gaps for a lot of the people in sales that I'm finding manufacturing is they go, "They're gonna know this," or, "If I explain this, most people already know this, I don't want them to think that I don't know it." So I said, "You'd be surprised at what people may want to learn about, and the people that may be doing the research aren't always the people that know about how that tool works, or what machine is on that tool. So be that guide, share information, and also...