If you’ve been in sales for more than a year, you will have heard someone tell you that social media is a game changer. You will have heard about the power of nurturing leads through social media and the opportunities to identifying new ones. But have you heard how social media can make you a smarter seller?
Over the last few years, I’ve seen hundreds of sales reps go off to conferences and get inspired or motivated about social media. At these events they hear about the power of different channels and a few case studies talking about social selling. Even with all that, they return from an event and end up doing nothing different.
Why? Because some reps just don’t see value in investing their time to nurture, identify and build relationships using social media. While this is a challenge and a bigger issue that we’ll discuss in another post, it’s important to recognize that some of these reps will never change. No matter how many events you send them to or how many webinars they attend; they are more willing to accept the status quo than embrace the opportunities of technology.
This post is for those who are looking to go against the status quo and be better than their competition. It’s for those who are looking to stand out in a crowd of sales professionals instead of blend in. It’s for those who want to work smarter and not harder. And here’s how you can do just that with social media:
Finding the Right Leads
One of the most challenging aspects of sales is ensuring that you’re talking to the right people. It’s easy to go to a leads website and send off a dozen emails with the hope that one sticks. It’s easy but it’s not always effective. In many cases, you end up talking with people who are irrelevant and unable to make a decision.
Social media helps you in identifying the right leads. Whether you’re using Twitter and monitoring for keywords or Quora and stumble upon a question about your industry – social media can be a huge advantage. Every day people are going to social media to talk about their problems and ask for solutions. Finding these conversations will give you a chance to drive results.
Utilizing Social Knowledge
In my experience, the most effective sales leaders put in the time to understand their client’s needs. Instead of constantly talking about why their product is great, they identify their clients’ problems and focus on a solution. To do this, they need to listen and deeply understand the core issues their clients are having.
Social media is a great listening tool. It allows us to learn about our clients through the combination of newsfeeds, updates and daily interactions. You can get a better idea of their priorities by looking at what they share and even gauge what’s going on at their organization based on their networks activity. It’s a great way to understand their problems and provide better advice as it relates to a solution.
I know when you are starting out it’s going to be difficult to break away from what you know. But don’t settle on doing things that are expected and embrace the status quo because it’s easier. Focus on improving your knowledge of social media and constantly pushing yourself to work smarter in this competitive landscape.
If you want to be the best, you need to find a way to be different. Develop a core skillset that differentiates you from everyone else and use it to your advantage in the marketplace. Social media could be that differentiator.
How else can social media make you a smarter seller?