4 Ways To Use Social Selling To Meet Your Quota

Phone calls and emails alone just won’t cut it anymore. If sellers want to make and exceed their quota, they must think differently about their communication with prospects, employing a social element.

Business 2 Community recently shared an article offering some great advice about social selling points and tactical examples. Here’s what they recommend:

  1. Build your online reputation: One of the first things that people do before meeting someone — especially a salesperson — is to look them up online. They’ll check out the LinkedIn posts you’ve written, your Twitter feed and any blogs you’ve shared, written or “liked.”
  2. Connect with customers earlier in the process: Some research suggests that between 60 percent and 70 percent of the buying process is complete by the time a prospect connects with you. By establishing industry credibility on social media sites, you can potentially meet buyers earlier in the process.
  3. Meet them where they are: People are super active on social media. This is where they spend hours and hours of their online time. Participate in the LinkedIn groups they do. Comment on the blogs they do.
  4. Help them make decisions: Social media is nonintrusive. Consider sending prospects Twitter mentions to reference a blog post. Use one of your LinkedIn updates with a call to action to your followers. Mention your customers by name on Facebook.

In our opinion, social selling tactics work best when used in a long-term approach. You want to become an adviser to the customer. This starts way before the deal closes, and it continues even after closing to enable upsell and cross-sell opportunities.

With that said, social selling won’t take place at the end of the sales funnel. It’s not likely you’ll be closing a contract over social media. Rather, you’ll be closing the deal face-to-face or over the phone.

The Tellwise Nutshell (TTN): Remember that consistency is the key when it comes to successful social selling. It’s not something you can turn on and off like a light switch. Make social selling a priority and keep working at it!

Source: Business 2 Community, September 2013

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