Social Selling Tips: Make It More than a Fad

Discover social selling tips from sales expert Jill Rowley that can help your reps adopt a social selling mindset that lasts.

August 6, 2015


Social selling, #SocialSelling, social sales… everyone’s buzzing about the social selling “trend.” Salespeople who use social networks outsell their peers and are more likely to make quota. And organizations that adopt social selling from the ground up are seeing increased pipeline, shortened sales cycles, and more closed deals.

Even with all the great results social sellers have achieved, though, many sales leaders are still dragging their feet on a full social selling initiative. And that’s a problem. You see, social selling isn’t just a hot buzzword that the cool marketing kids are throwing around today. Social selling is far more than a fad. If we think about the evolution of communication channels going back to print, to radio, to TV, to email, to web, to social, not a single one was a fad. Email didn’t go away, the web didn’t blow over, and social selling is here to stay.

So, Mr. or Ms. Sales Leader, it’s high time to get your reps started on your social selling initiative. Here’s how:

Start with Personal Branding

Too many sales professionals’ LinkedIn profiles read like they’re still trying to get hired. As if your buyers are especially concerned with how many deals your reps have closed and how often they’ve hit quota! Making that profile relevant to buyers is the first step to becoming a social seller. Before your reps go out and start connecting socially with potential customers, they need to optimize their online presence for the buyer, not the recruiter.

Build Trust with Content

The way to engage with buyers today is no longer all about “Mmm, gonna go get me some prospects!” It’s about creating future advocates by socially surrounding the buyer, the buying committee, and their sphere of influence. The modern sales professional uses content as her currency – content that educates and provides value to the buyer. Your friendly neighborhood marketing department probably has some great content they would love to see your reps start using.

Social selling calls for storytellers, taking your expertise, passion, knowledge, and insight and turning that into answers to customers’ questions. It’s about using the data and information available via the web to create deeper relationships with your customers. It’s not just who you know, but what you know about who you know. Get data, get insight, get relationships…and then you’ll get revenue results.

For more strategies and insights from social selling all-stars, download 33 Social Selling Tips by Social Selling Thought Leaders.

Editor’s Note: In this series, we feature quick and tactical social selling tips from thought leaders in the profession. Our guest is Jill Rowley, a social selling evangelist, keynote speaker, startup advisor, and founder of Jill Rowley #SocialSelling.