10 Fool-Proof Tips to Social Selling
April 10, 2014
The first experience your prospect has with your sales rep is critical. It lays the foundation for whether your prospect will be a long-term, lifetime customer or whether this is somebody who wouldn’t recommend you to the next person that asks you about your business.
So how can you avoid a misstep in the selling process? The great thing about sales is that it’s a skill that can be learned. Here are 10-fool proof tips you can start using now to become an effective sales pro.
Tip #1: Don’t Slip Up Early in the Sales Cycle
Knowing how and when to follow up is crucial. In fact, 80% of sales are made on the fifth to twelve contact. Any meeting that doesn’t end with a sale should end with you setting a time and date to follow up with the prospect.
Tip #2: Don’t Spend Time on Needless Chatter
With just a few clicks, sales reps can discover information via social media that enables them to research prospects more quickly and qualify leads efficiently. Take a proactive approach to learn about the prospect and engage with them so you can reach them at the right time.
Tip #3: Don’t Blow Wind
Whether its your company’s content or content related to your industry, sharing is more effective when its personalized. When creating content, it’s important to identify the “why” behind what you’re sharing. Also, make it easy for your prospects to consume and share the content.
Tip #4: Don’t Shock the Hand of the Lead that Feeds You
It’s nice to have a “warm” lead, but it’s even better when you can turn a warm lead into a sale. With LinkedIn Sales Navigator, you have access to profile details of 2nd degree connections so you can engage with your prospect more effectively.
Tip #5: Don’t Disguise Your Professional Brand
Success in the era of social selling is made easier when your positive online presence precedes you. Start building your brand online by sharing and creating content. Leverage existing connections and LinkedIn Groups to broaden your network.
Tip #6: Don’t Misfire With Decision Makers
There are two things that decision makers care about: tangible outcomes and measurable results. Your sales strategy should clearly demonstrate how your product will increase productivity, save money and drive business growth. By doing this your prospect is far more likely to take notice.
Tip #7: Don’t Sleep on the Job
One of the best things about social selling is the ability to be productive on-the-go. With LinkedIn Mobile, you can stay engaged with who you know, discover industry insights and share your expertise.
Tip #8: Don’t Be Predictable
Avoid the temptation of talking too much and focusing on the sale. Instead, stand out as a trusted resource of information and a partner dedicated to helping prospect achieve their goals.
Tip #9: Don’t Let Surprises Trip You Up
Use the BEND-WIMP checklist to ensure that you’re armed with maximum sales intelligence prior to meeting with a prospect. LinkedIn is a great tool for executing the BEND-WIMP process.
Tip #10: Don’t Leave Success to Chance
Many studies reveal that increased LinkedIn usage equates to increased sales. Take advantage of social selling solutions such as LinkedIn Sales Navigator so you can find the right prospects, engage in meaningful conversations and build better relationships.
What fool-proof tips do you use for social selling? Find out how LinkedIn Sales Navigator can help you become an effective sales professional.