9 steps to get your 'social-selling' program off the ground via @millennialceo
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Slides from Daniel Newman's Blog: "9 Steps to Get Your 'Social-Selling' Program Off the Ground" Here are a few tips to get your business (and customers) invested in social selling: 1. Get your sales team on board. Make sure you introduce them to the premise of social selling. This means spending time mining data and information that helps them understand how social media may help them connect to customers and can lead to sales. 2. Take baby steps. Sales executives often need some simple tactics such as how to use social media or content. I usually recommend a very simple program where the sales execs share three to five pieces of content a week via LinkedIn or email with at least five different customers and prospects. Make sure the customer gets a personalized message that says why the content is being shared and why it matters to the client. I also recommend setting up a follow up in the email that spells out an explicit action, like a follow-up meeting. Related: The Tough Love Guide to Selling 3. Show results. Wins don’t have to be just sales. I advise clients to track conversations and appointments generated from the tactics I suggested above. For instance, have the sales person mark down responses to their social-selling tactics, coffee or other meetings that they may have led to and then of course any revenue opportunities that can be directly correlated to the efforts. Once you got you sales team on board, here is how to customers excited about social selling. 4. Have your ear to the ground. Keep an eye out for content that is useful for your clients. Generally the content should be on topic and with some good tips or actionable items. Note that these may also be good for future clients and prospects. 5. Keep track. When you find useful content, it is a good practice to keep an Excel or Word document where you keep the article titles, links and main topic. Also, look to software that can help keep track of metric, like views, clicks and time spent examining the content. Related: 5 Lessons From Sales for Entrepreneurial Success 6. Find connections. Look for opportunities to pair the content with specific clients. Keep tabs of this in your document to know what you sent to an individual. Over time you should build an aggregate of useful content that helps provide more clarity to your message and your customer needs. 7. Make it meaningful. Deliver the content with an email and a simple message that helps the customer or prospect understand the topic and why you think it is important. Often referring to a previous conversation where the topic was discussed. 8. Include a call to action. Make sure the client needs to take some sort of step. Some examples include a follow-up call or a meeting, where you can discuss the information. 9. Be consistent. The response rate will likely not be 100 percent but that doesn't mean clients aren't reading it.TRANSCRIPT
Your
Social
9 STEPS TO GET
PROGRAM OFF THE GROUND
SELLING
1. Get your sales team onboard.
Social Selling
This means spending time mining data andinformation that helps them understand how socialmedia may help them connect to customers and canlead to sales.
2. Take baby steps.
Social Selling
Simple program where the sales execs share threeto five pieces of content a week via LinkedIn oremail with at least five different customers andprospects.
3. Show results.
Social Selling
Wins don’t have to be just sales. Trackconversations and appointments generated fromthe any and all social tactics.
4. Have your ear to theground.
Social Selling
Keep an eye out for content that is useful for yourclients. Generally the content should be on topicand with some good tips or actionable items.
5. Keep track.
Social Selling
When you find useful content, it is a goodpractice to keep an Excel or Word documentwhere you keep the article titles, links andmain topic. Also, look to software that can helpkeep track of metric, like views, clicks and timespent examining the content.
6. Find connections.
Social Selling
Look for opportunities to pair the content withspecific clients. Keep tabs of this in yourdocument to know what you sent to anindividual.
7. Make it meaningful.
Social Selling
Deliver the content with an email and a simple messagethat helps the customer or prospect understand thetopic and why you think it is important. Often referringto a previous conversation where the topic wasdiscussed.
8. Include a call to action.
Social Selling
Make sure the client needs to take some sort ofstep. Some examples include a follow-up call or ameeting, where you can discuss the information.
9. Be consistent.
Social Selling
The response rate will likely not be 100 percent butthat doesn't mean clients aren't reading it. With somuch information out there if you can be the personthat consistently delivers solid content then you willbe front of mind when buying decisions are beingconsidered and made.
Now Get Your Business
Social SellingConsumers are coming out in droves on social media tofind this information. Indeed, there are currently morethan 1 billion regular monthly users across socialmedia platforms. And buyers tend to do their researchbefore making a purchase, with the average consumerviewing more than 10 pieces of content prior to makinga purchase.
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