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Social selling; it\u2019s not asking about your client\u2019s weekend or their kids.\u00a0 It\u2019s about utilizing social media to increase sales.\u00a0 Do you know how it works and should your sales reps even care?<\/p>\nSocial selling; it\u2019s not asking about your client\u2019s weekend or their kids.\u00a0 It\u2019s about utilizing social media to increase sales.\u00a0 Do you know how it works and should your sales reps even care?<\/p>\n
Sales has always been about doing business with people you know.\u00a0 Networking and leveraging relationships through meetings, conferences, organizations, etc., has been the traditional path to create connections.\u00a0 The advent of social media has changed this model. Gone are the days of sitting at your desk \u201cworking the phones.\u201d\u00a0 With Sales 2.0 technology, customers can obtain company and product data long before they meet with you.\u00a0 Considering the majority of prospects never (or almost never) take a meeting from a cold call or e-mail, progressive salespeople need to know how to go from click to closed.<\/p>\n
Whole books are written on the subject of selling via social media, but the basics are pretty straightforward. To begin social selling, you need to understand it.\u00a0 Social Selling leverages social media in order for you to identify with your customers and their influences.\u00a0 Traditional techniques are time consuming and limit the exposure a rep can achieve with their client base.\u00a0 Social selling enables salespeople to expand their reach exponentially simply by using technology that allows them to socialize on a grander scale.<\/p>\n
Three Easy Steps to Social Selling for Salespeople<\/p>\n
1.\u00a0\u00a0\u00a0\u00a0\u00a0Find out where your customers \u201chang out\u201d on-line.<\/p>\n
Be present in places that are relevant to them, not you!\u00a0 Visit their cyber haunts (Facebook, Twitter, Linked In, You Tube, Pinterest, etc.) and read their posts, comments and blogs. Add social profiles to your CRM tools.\u00a0 You\u2019ll be able to learn more from that content than you can from some face-to-face meetings!<\/p>\n
2.\u00a0\u00a0\u00a0\u00a0\u00a0Listen, listen and listen!<\/p>\n
One of the toughest tasks for a salesperson is to know when to be quiet and let the customer have the floor.\u00a0\u00a0 Those silent times allow the client to think and speak, and share info that we desperately seek.\u00a0 The same principle applies to Social Selling.\u00a0\u00a0 Don\u2019t immediately jump on a site and start your sales pitch.\u00a0 Listen to find out what your customer is saying about themselves, their company, their problems and competition.\u00a0 Gather even more information by creating Google Alerts for customers and their competitors. Prospects and customers will voluntarily, and publicly, scatter sales clues if you listen actively.<\/p>\n
3.\u00a0\u00a0 \u00a0Reach out and make contact.<\/p>\n
Leave a message on a wall or share a tweet.\u00a0 Introduce your customer to other professionals that could be an asset, or share a great link.\u00a0 When you see that they have a problem you can help with, reach out.\u00a0 Make yourself available in any medium where they are comfortable; on- line, on the phone or in person.<\/p>\n
With Social Sales, intelligence is key. Social media is changing the way people shop, and your salespeople need to know how to engage them. This is the new reality of sales.<\/p>\n
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