8 Social Selling Dos and Don'ts For Your Sales Team
Social selling involves using social media to stay relevant with your buyer, to listen for buying trigger events and to target the right message, at the right time, to the right person. For a more robust definition of social selling check out the post What is Social Selling and How Will it Increase Sales? Once teams and individuals understand the concept of social selling, and understand the benefits, the next step is to master the best practices. Let's have a look at the Dos and Don'ts of social selling which will help to move your team from social selling laggards to leaders.
…Be a Trusted Advisor. In today's modern era, helping is selling. Try to add value and build trust within your buying community. They'll turn to you when the time is right.
…Do Research. When I take sales calls and the person on the other end hasn't done their research, I start looking at my watch. You have the data. Use it. With a combination of social monitoring and intelligence, find out what interests buyers before engaging.
…Be Authentic. Don't be fake or sneaky. Social media has no governing body. Instead the users rule social and they'll do everything to create a "safe" place to engage. Authenticity is a big deal in social. Violators of this rule are unwelcome.
…Nurture Prospects and Clients. Social allows you to stay in the hearts and minds of your buying community without having to do the dreaded "check in" call or send a thousand emails. Buyers will follow people that add value.
…Talk About Yourself All the Time. Bragging on yourself or your company all the time is a turn off. Talk about, and share, other's content – not just yours.
…Over Push Product. You can't be a trusted advisor if you can't hold a conversation without pitching. Social communities don't want people pitching their products unless asked to. Being pitchy is unwelcome.
…Bombard Leads. You want to be where your leads are, but don't immediately message them on every platform begging to give a demo or to visit your site. Build a relationship first.
…Be Nasty. Social media is not the place to bad mouth competitors. It's not about ragging on the competition, but sharing how you can help followers succeed. Stay classy.
Julio is a social selling consultant and implementation specialist. Recently named by AA-ISP as a Top 25 Sales Influencers of 2013, InsideView and Social Selling University as 1 of the top 15 professionals using social selling in 2012 and was featured in Eloqua's Grande Guide to Social Selling. Surfing, skydiving, traveling and eating the hottest peppers from around the world make up Julio's ...
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