A friend of mine was showing me his posts on Linkedin and asked
“why does a post of me out having a beer get more engagement than something about our product”?
What’s the one thing we hate more than the ad that plays whenever we watch a YouTube video?
The connect and pitch on social
It’s something we do everything to avoid
This is why when somebody posts about how excited they are about a new feature / event / etc
While we might be excited for them, we don’t like or comment
Why? Because it makes it look like we are interested
We think, if the person thinks we are excited about that new feature, they will come and pitch to us
That's why work related posts get little or no engagement
Whereas, if you post something about yourself
You are at the gym, watching your children play football, etc
This is so much softer and there is no expectation that a pitch will be the next action
In conclusion, the key to successful social selling lies in building genuine connection
Not jumping straight to the pitch
Share more of you, not just your product, and when people engage, respond with subtlety and intent
That’s how trust is earned and opportunities are created
You then need to know how to harvest that engagement
Can you drive revenue from social media?
Social selling is not about spamming people or inmails or connect and pitch
Our definition of social selling is
"Using your presence and behavior on social media to build influence, make connections, grow relationships and trust, which leads to conversation and commercial interaction"
And the results?
For an AE, we can shorten sales cycles by 30%
And the average SDR will get 1 x ICP meeting a day
Which should increase your revenue by 20%
You can get these results by using our social selling methodology, that is certified by Institute of Sales Professionals (ISP)
"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 and sales people who use social selling every day to drive revenue growth.
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.
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