I read a recent article stating that only about 31% of salespeople are incorporating social media into their sales cycle. Okay, that’s just crazy unbelievable. I mean you practically have everything at the tips of your fingertips now. You’re crazy if you’re not taking advantage of it.
Although it’s understandable since you probably don’t know how to actually use social media for selling or that you end up wasting your time not really getting anything out of it. Either way, you have to understand the power of social selling.
Once you’re able to really tap into it and use it the right way, you’d be surprised how much it can help enhance your selling and bring building relationships to a whole new level. It’s a matter of having the right strategies in place.
Strategies to Get Started with Social Selling:
- Make sure you have your ideal customer or avatar.
Find out who your ideal customer is. You have to know who you’re going to go after otherwise it’s pointless to go around online.
- Find the key contacts.
Identify the decision-makers and look for them on social media. Make a list for each week considering a certain number of prospects that you want to focus on and set aside a certain amount of time for finding them.
- Get their attention.
The best way to get someone’s attention is to promote something they’re all about. See if there is any content that they’ve written (article or blog post). Comment on the blog post and mention something about the article. Go on Twitter and connect with them. Tweet it and tag them in it and say something cool.
Here’s what I learned from Jack during an interview with him on TSE 201: Create an image that you can put with the article.
Go to LinkedIn and when you send a request, say something about the fact that you connected on Twitter and you loved the article. Mention their content. Your LinkedIn profile should be more than just a resume. It should also be engaging. Tell stories and offer benefits to your prospects.
- Offer value.
Look for opportunities to share value with the individual. Is there something your company has that has helped other marketing directors? Offer a video series, podcast, or whatever you can offer so you can build a relationship.
- Set aside time for social selling.
If you have 2 hours per day for social selling, then spend your time and focus on social selling. Budget your time effectively to see the results.
Listen to this interview with Gabe Villamizar on Social Selling TSE 207: The Four Pillars to Social Selling Success
Here’s another interview discussing Social Selling with Jack Kosakowski on TSE 201: How the Collision of Marketing & Sales Creates Revenue in the New World of Social Selling
Check out Kristina Jaramillo’s interview on TSE 231 – Learn to Use LinkedIn and Sell More
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