AI is impacting the language services industry quite a lot in terms of what we are (and will be) selling, as well as how we’ll be selling our services. I’ll be focusing on the latter in this and my next several posts about how AI can help industry salespeople become more productive. In this edition I’ll be focusing on using AI to research the wide range of clients we serve to develop the client-specific messaging that is required to better demonstrate our value to the multi-faceted buyers of language services.
Client-Specific Messaging
The language services industry serves nearly every type of industry, business, government entity or NGO and comprised of an exceptionally wide range of buyers within them who truly expect us to understand how our services fit into their role and how they can benefit from our specific services. It can be very time-consuming for salespeople to research this kind of information across many industry / company / role combinations and, for example, develop compelling communications that differentiate them from the competition.
AI can help salespeople develop deeper insights by analyzing specific industry / company / role data, trends far more quickly than a salesperson can do on their own. And based on that analysis, the salesperson can develop far more compelling messaging for both prospective and existing clients. For example, if a salesperson wants to understand how translations benefit a translation buyer that they’re unfamiliar with, they can go to a chatbot such as ChatGPT and ask:
| What value does a translation company provide by translating xxx (content) for xxx (person/role) in xxx (industry/company/or both)? |
The salesperson:
While I can’t say exactly how much time this will save, my developing outbound communications for several buyer types took minutes once I developed more specific information in my prompts. You’ll need to do the same. The quality of your input will definitely influence the quality of your output. I strongly recommend you validate your output before using it (see my previous blog post about a very interesting hallucination about a non-existent sales book supposedly written by an author who in real life has written several sales books. It seemed credible until I tried to buy it on Amazon and elsewhere, only to find it did not exist!
Stay tuned! My next post will elaborate on other ways in which AI can improve your client communications such as account plans, quarterly business reviews and other sales activities requiring a deeper level of customer-centric communications, while simultaneously saving you time!
FluentSales