As media platforms change and evolve, some salespeople are struggling to keep up with the social media trends, and are missing out on key sales, or failing to market themselves in a way that keeps up with consumer preferences. To learn more about how to keep up with media trends, watch this video interview with Grant Leboff, who is interviewed by John Golden.
In this expert sales interview, explores these social selling tips:
- Social selling and its popularity
- How to engage with customers and meet them where they are at
- How your online brand becomes your own personal network
- How to get your “network” to make sales for you
What is social selling?
Social selling is when salespeople use social media to begin and finalize sales. With the migration of in person or over the phone sales moving to online sales, salespeople were rushing to create and cultivate a media presence that would draw in customers. However, many have lost interest, or have lost faith in social media to help make sales. However, one key component that might be contributing to the waning away from social selling is that salespeople don’t often know how to make it work.
Be where your Customers Are
Selling as a general process has never changed. As always, you have to be where your customers are. In the past, salespeople often went to conferences, or made sales calls, because that’s how they marketed themselves and added consumers to their pipeline. However, when you look at the current research, there is less initiation in person or on the phone, and more purchase journeys starting online. In order to keep up with these trends, the salesperson has to learn to be present online.
Developing an Online Brand
Developing yourself online is where social selling starts. Leboff emphasizes the media in social media. With the Internet and easily accessible technology, people will Google you and checked your social profiles before ever sending you an email or picking up the phone. With LinkedIn, YouTube etc., salespeople essentially have their own media channel or network.
What makes network’s interesting and successful, be it a major TV station like NBC, or an individual salesperson’s YouTube channel, is the content that is put on the network. If a salesperson doesn’t have content that’s desirable or a good social media profile, and they’re not posting things of value or insight to the target market, they have no chance of making these platforms work effectively. The bottom line is that salespeople must learn to have an online presence, and use their network as a way of engaging with consumers and creating sales.
About our Host:
John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.
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