A sales person said who attended our social selling program
"I have never felt more in control of my pipeline generation".
I wonder why this is? Let's look at some of the benefits of using social media to prospect.
With social selling, you, should be getting inbound. This is where buyers see you as the answer to their problem and approach you direct as part of their research phase. Now you can look at this two ways
1. That's less outbound work to do.
2. It's icing on the cake and you will be in the world of commission kickers as you over achieve.
All our research with our clients show that when you social sell you are able to sell higher within an organisation. This stands to reason, as a social seller, you position yourself on social as a trusted advisor, where as a cold caller will be positioned on social with just a Linkedin profile that reads like a salesperson.
While I know, as a salesperson you are reading this and saying "but I am a salesperson". True, but think about it from the buyers point of view. They don't like salespeople, they also don't believe anything a salesperson says. It's "obvious" that your social profile doesn't fit in this digital world.
Of course you can sell higher with social seller, as a senior person who will you want to work with? A person who looks like they can help you or somebody who looks like a street fighter?
Get more of these high level calls to convert
It's all very well if you get C-Level meetings, but do they convert? Your sales team can be wasting a lot of time, not trying to get senior level calls, but wasting time executing them, if they don't convert.
Our research shows that not only do social sellers are able to get more c-level meetings, but they are able to convert more. Now this is a massive efficiency saving, especially if you scale this across your salesforce.
Strong pipeline with social selling
This all directs a business to have a strong pipeline. We all know that strong pipelines are good, it gives you choices. You can choose, which deals you want to win, it means you can lose deals and it doesn't "matter", it means you can focus on the profitable deals. We all know that an outdated approach to prospecting, like cold calling and cold emails just isn't cutting it today. And the more calls you make and the more emails you send, makes little to no difference.
Here at DLA Ignite, we call this digital dominance. All businesses say they are "on social", but are you dominant on social? Are you able to completely push all your competitors to one side, so you are not just the natural choice for your business, but the only choice.
One of the themes that very few people talk about with social selling is the new found positive culture it creates. Gone is the inefficiency of working with people that won't buy from you, gone are the people being rude to you, gone is the constant failure that comes with legacy prospecting methods such as cold calling and email.
Social selling raises you and the team to be selling higher and more often. We all know that success breeds, success, social selling will give your business the buzz, the energy and the excitement you have been craving for. When you are winning, you all life up and win!
As another salesperson who attended our social selling course said
"It's the drumbeat of large account selling"
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Other articles you might be interested in are
Sales Process and Sales Tips
Account Based Marketing / Account Based Selling - ABM - ABS