Social Selling is the reaction that us sellers need to take to the change in buying. Where as 20 years ago, to buy, you had to talk to a salesperson, now you can go on-line and (in sales avoidance mode) you can research and buy things.
The notion of "prime selling time (PST)" has been thrown out of the window as I can buy something at anytime. You can also now "sell" things at anytime. One student of ours does his prospecting while at the Baseball on a Saturday.
We know that people have to buy and they want to buy from people they trust. Experts, they can trust.
Your job as a salesperson is to look like that expert by having a personal brand, growing your network and sharing content.
Buyers are not interested and filer out all those sales and marketing legacy methods of the past that mean you interrupt somebody and then broadcast your message.
Advertising (which includes facebook ads, Linkedin ads etc), cold calling, unsolicited emails all sit in that bag, they all live in the past.
Salespeople can become totally self-sufficient using social selling to prospect as well as accelerating the sales process. We have seen incremental (new) business increases of 30% and sales cycles cut by 40%. For many companies these are ROI figures that cannot be ignored.
So where can you go from here?
The best thing to do is to buy a copy of my best selling book "Social Selling - Techniques to Influence Buyers and Changemakers" available on all Amazon platforms.
It's available in book, Kindle and spoken word versions.
While this is obviously a "sales pitch" I will let the reviews do the talking for me. Social Selling after all!
Social media is a complicated beast. On the one hand, it gives you an unmatched and unprecedented ability to build brand awareness and create close-knit connections with your audience. But on the other hand, it can be difficult to successfully sell products and services on social media -- making it easy to question the true return on the time and effort your company puts into it.