A Prospecting culture is critical to any organization, sales leader and sales person.
The great thing about modern selling is that you can now prospect at any time of the day. This article seems to think that we are still stuck to the rigid "prime selling time" (PST) of legacy sales methods. You know the "call at 08:00 AM" before the CEO's assistant has arrived". It's all in the past.
We have clients who prospect in the evening as it enables them to see customers during the day. I customer told me the other day, he prospects after putting the kids to bed, to going to bed himself. That's the beauty of social selling is that you can, in theory, prospect 24 hours a day, 365 days a year.
In this article it mentions "popping on to social media". Couple of things about this:-
1. You clients are on social, why wouldn't you just want to hang out where your clients are at all times?
There are 3.48 billion social media users in 2019, with the worldwide total growing by 288 million (9 percent) since this time last year. We all know that cold calling pisses people off and it shows as a business you are desperate and run out of ideas, so why would you want to advertise that to everybody by ringing them up?
2. If you just pop onto social and start liking stuff, you will look like a spammer liking stuff. I wouldn't say you are wasting your time, OK, I will, you are wasting your time.
In B2B Enterprise where i work, people want experts to work with, you need to look like an expert. Your Linkedin profile, where you look like just another salesperson, means that ....... you look like, just another salesperson.
Social Media isn't about having a good profile, it isn't about writing content, it's systematic way of gaining revenue and competitive advantage. You can either mess about with it like kids in a sand pit, with little gains or you can implement a programmatic approach which will fundamentally transform your sales people and business. The choice, is entirely yours.
Social media is a huge part of our lives these days. Let’s dedicate this day to reaching out via social channels. Hop on LinkedIn and check out the articles that past clients, prospects, or referral partners are sharing. Comment on them. Re-share them. Reach out on Facebook and wish a Happy Birthday to those contacts celebrating that week. Like or comment on someone’s Instagram post. Engage and connect.