I've been asked for an article, to describe what is social selling, or more likely, what we, here at DLA Ignite, think social selling is.

First of all, let's talk about what it isn't.  

• Those annoying pitches you get from inmails, is not social selling, they are spam.
• When somebody connects to you and then hits you with the products they are selling, often called a “pitch slap” on social media. Again this is spam. 
• Going onto social media and telling people how great your products and services are, again isn't social selling.  For everybody but you it looks like your company is desperate and you are boring. 

In terms of definition, it isn't about selling at all on social media.  I realise that for many people, at this point I will lose many readers, but if you indulge me, I will prove to you that you will make more money by doing this than what you are doing right now. 

What is our definition of social selling?

Using your presence and behavior on social media to build influence, 
make connections, grow relationships and trust, which leads to 
conversation and commercial interaction.

Our social selling methodology, as it is a sales methodology, is designed to create for your business, conversations and conversations at scale.

The training and coaching is all backed by the Institute of sales Professionals (ISP) which certifies our social selling methodology, so students can get a certification in social selling. It's the only independently certified, by a sales professional body, social selling certificate in the world. 

What sort of results should you expect?

At a high level we would expect to increase your review by 30% and reduce your sales cycle by 20%.

An ERP vendor we are working with, the salespeople have just started and are now getting 2 or 3 meetings a week, where they were getting nothing from cold calling, spam email and marketing generated leads.

2 or 3 meetings a week, statistically means the salespeople are able to close 2 or 3 deals a month, which enables them and their business to make their number. In fact, this ERP vendor, after laying a load of people off, are getting back on a growth agenda and are now recruiting. 

Our go-to-market

If you are interested in getting into the social selling business yourself, then we are always looking for associates and partner organizations.  We offer full training, which will give you a skill for life as well as getting you into a new and expanding business model. 

The commercial construct of which is extremely generous for Associates and Partner organizations.  Why build a program, when you can buy a world leading one? 

Want to know more about social selling, check out my new book

"social selling techniques to influence buyers and changemakers - 2nd edition".

In this brand new edition, I have updated all the text, I have also got 15 practitioners, so people who are doing this already to explain how they are get (practical) business benefit. From the CEO that has been running a digital business for over 18 months to sales leaders who use social selling every day.  

Articles on how these business have and are implementing digital, from Mercer, Telstra Purple, Ring Central, Cyberhawk, Namos, Ericsson, DLA Ignite and more.

What does Mark Schaefer, Marketing guru think of the book "social selling - techniques to influence buyers and changemakers - 2nd edition"? watch the video here

It's available on Amazon worldwide.  Link to Amazon.com here and Amazon.co.uk here.