What is Social Selling?

For the past few months we have talked about the importance of social media and the reasons you should be on these different platforms.  How about using these platforms to sell?  Social media is more than just creating brand awareness and creating customer contacts, you can (and should) be taking advantage of your numerous likes and follows and turn them into revenue towards your bottom line.

A study by Jim Keenan reports that 78% of salespeople using social media outsell their peers while also exceeding their sales quota.   That’s great, but now you are wondering how do you use these tools.

Here are a few ideas:

  • Interact with your customers by “liking” or “sharing” their status updates.  Create a positive customer relationship by listening to their business challenges, their highs and lows so that you can create a proposal that uniquely help their business.  It might take some digging but your efforts will be rewarded.
  • Become an expert.  Share articles, thoughts or relevant content with your customers.  Become an expert in your field so when it comes time to start doing business they know you really do know what you are talking about.
  • Cold calls are a thing of the past.  With today’s tools you never have to make a cold call again.  Spending a few minutes to research a prospective customer will allow you to know who is making the buying decisions and who controls the advertising dollars.  On average it will only take 30 seconds before someone will decide if they are interested in you or not.  Don’t waste those precious seconds on finding out who the main contact person, what their business needs are, or who are their competitors?  You should already know that.  Take that 30 seconds to build trust so you can pitch them solutions.

Take advantage of all the digital knowledge out there.   With 73% of adults using social networking, don’t miss out on this opportunity.

Selling Through Social Media to Close More Leads
Selling Through Social Media to Close More Leads
 InsideView

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