Social selling is the process of developing relationships as part of the sales process. One can use different digital & social tools to engage the customer more during the sales process. So after all it's about understanding the customer better, instead of pushing your message with force. Welcome to 21st century selling.
- An Introduction -
Social Selling is one of the most
talked about topics amongst
sales & marketing professionals.
I started exploring the topic around 2010,
and thought I’d write down some of
the thoughts & lessons learned
about Social Selling.
Hope you enjoy,
What is the biggest challenge
around sales in the digital era?
Salespeople are missing in their message delivery
There are plenty of bullets fired,
but they are not hitting the targets
WHEN THE GOING GETS TOUGH, THE TYPICAL WAY IS TO FOCUS ON
INCREASING THE SALES ACTIVITY IN THE TRADITIONAL WAY.
IN MANY COMPANIES THIS STILL MEANS COLD CALLING
THE PROSPECTS LIKE IT’S STILL 1999.
THIS LEADS TO SALES CALL OVERFLOW TO CXO’S.
AND IN THE WORST CASES ONLY 0,5 - 5%
OF COLD CALLS LEAD INTO A MEETING.
KELLER CENTER RESEARCH REPORT.
THERE IS NO REASON TO DO COLD CALLS
WHEN YOU CAN MAKE PRE-HEATED ONE’S.
STOP THE HIP SHOOTING
WITH A MACHINE GUN*
*EXCEPT IF YOUR PERSONAL BRAND OR LEFT BICEP
IS AS STRONG AS TERRY CREWS’S HERE,
THEN YOU CAN DO WHAT EVER YOU LIKE.
SOCIAL TOOLS & MEDIAS OFFER SO MUCH
INFORMATION IN ADVANCE, SO WE CAN
PRAISE + RELEVANCE + TIMING
+ EXAMPLE + REFERENCE + CLEAR SUGGESTION.
= 80-90 % PULL
THE FORMULA OF A PERFECT CONTACT:
THE SOCIAL SELLING LANDSCAPE
HOW DIFFERENT PLATFORMS
WOULD COMPARE TO REAL LIFE SITUATIONS
Twitter is like a coctail bar
smart casual mingling
LinkedIn is like a conference roomwith a coffee.
More ’business’, but with a person of trust.
FACEBOOK IS LIKE
AN AFTERWORK BEER
WITH A FRIEND
INSTAGRAM IS LIKE
AN ONLINE MAGAZINE
FOR THINGS YOU LOVE
TO BE SHARED WITH
PLANT A TREE
BUT AS YOU KNOW:
THE BEST TIME TO
PLANT A TREE WAS
20 YEARS AGO.
THE SECOND BEST
TIME IS NOW.
“The best time to plant a tree was 20 years ago.
The second best time is now.”
- Chinese Proverb
Create Twitter ja LinkedIn accounts Add them to your email signatureStart following influencers
around your field Make yourself a simple goal
and remember to measure Start sharing and creating content!
How to Start?`
Thank you for