What’s The Secret To Successful Social Selling?
With all of the “noise” in the sales world, you need ways to stand out and differentiate yourself from the competition. Social selling is a great way to accomplish that, and it’s incredibly impactful in lead nurturing and building lucrative relationships.
Instead of “yelling over the noise,” change your approach, choose your message wisely and reach your prospects in ways that they’ll actually take your message in.
So, what’s the big secret to successful social selling? Have a personality!
As we mentioned in a previous blog post, bringing personality to your cold calls is the key to developing customer relationships. Establishing a distinct personality on social media is also crucial to building relationships. You learn how to develop your sales personality the same way you do with cold calling — discover everything there is to know about your prospects.
The good news is that social networks give you a great amount of insight into these target groups. It’s also easier to have a personality on social media outlets like LinkedIn and Twitter because, as a whole, salespeople are struggling to learn how to use social selling to their advantage. The sooner you leverage its potential, the bigger leg up you have on your competition.
So, how do you establish a personality, and where do you start?
Identify the best salespeople and experts in your industry. Start following them on Twitter, read their blog and comment on their posts. Get a feel for how they communicate and what persona they’re projecting.
Infuse the language your prospects use as well. After all, it’s these people that you’re ultimately trying to reach. Take some of the best practices from a few of your peers and industry leaders and incorporate them into what you do.
How you sound is not the only factor, however. You have to build a presence to maximize your ability to connect with prospects. That means you have to be consistent.
Create a content calendar and tweet or post on LinkedIn around two times per week. The days in which you post matter, too. If you consistently post on Tuesdays and Fridays, your prospects begin to expect you to share your insights and even look out for your information on those days. Whenever you choose to Tweet or engage your prospects in other social ways, be consistent about posting on those days.
Make social selling and developing your social personality part of your day-to-day activities. In time, you’re going to establish a distinguishable personality that helps you stand out from the crowd. You’re naturally going to create better, stronger customer relationships that lead to more sales.
The Tellwise Nutshell (TTN): If you want to close more deals, you have to start from the beginning of the buyer journey. Today, learning the art of social selling is essential to catching up to how the buyer journey has changed. Establish a social personality and build a presence on networks like LinkedIn and Twitter to help educate your prospects. Learn from your peers, and be consistent in how and when you communicate. The sales naturally follow.