If I opened the door for you, what would you say, "thank you".
If I was having dinner with you and you asked my to pass you the ketchup, what would you say "thank you".
If you were obviously in a rush and only had a couple of items at the supermarket and I let you jump the line (queue) what would you say. "Thank you".
If were were at a networking event and I offered to pour you a coffee, what would you say "thank you".
Of course, it's probably an instinct, you don't even think about it.
My parents drumed my "pleases" and "thank yous" into me from an early age. I have a friend, who actually gets into a strop, if she does not get a thank you.
She blanked me for weeks and I couldn't understand why, so I text her with two words "thank you" and we were friends again. What happened? We had lunch and it was her turn to pay and things got caught up with us leaving and running for trains and I forgot to say "thank you". She was right.
So if we do this in real life, why don't we do it on social?
When somebody sends you a connection request (and the are not pitching) say "thank you".
If somebody comments on your blog, say "thank you".
It's just good manners!
What is social selling?
Here at DLA Ignite, we define social selling as
"Using your presence and behavior on Social Media to build influence,
make connections, grow relationships and trust, which leads to
conversation and commercial interaction."
It's not witchcraft, it's enabling your salespeople to work from home, (or the office) and create conversations with prospects and customers. Conversations on social media and conversations that convert.
So who's social selling?
In case you missed it, the Bank of America’s Merrill Lynch have banned cold calling and have moved all their people to social selling. This isn't some trendy tech company that might have decided to do this on a whim, this is a very conservative financial services company that has made a decision based on data.
But surely cold calling has a better ROI than social selling? Not according to Merrill Lynch.
"They will also be encouraged to contact prospects over LinkedIn, which has a higher hit rate than cold calling"
The CRO (chief revenue officer), Richard Eltham of Namos Solutions, of one of clients posted a comment on LinkedIn about social selling. See here.
“Social selling is not an option now it is the way of the world and you either learn and execute it or fear getting left behind”
Kevin Murray who is the Head of Sales at MacArtney Underwater Technology recently posted about his success with social selling here and wrote an article about the transformation that has happened in sales here.
Andrew Ferrier who is the CEO of Display Technology Ltd and in this article it talks about why Display Technology have adopted social selling. His team have also created a social media strategy with help from our partner, Crux.
Their social media mission statement is
“We want to position ourselves as a forward-thinking, knowledgeable team of individuals who are all experts in our own right, therefore, collectively awesome!”
Andrew also says in that post
"Adopting this (social selling) strategy has taken all of us well outside of our comfort zones but the rewards we have seen in a short period of time have created an excitement within the business development team (new term for sales team).
Because of the nature of social media, quite often you can get instant results. Even if that is just a comment left on your post, or a like, or someone taking the time to want to connect with you.
The excitement around the sales team is infectious, it’s no longer a chore to reach out to the market place because the results can be instant and are there, right in front of you."
What sort of results can you expect?
If you check out this video of Chris Mason CEO at Oracle reseller Namos, fast forward to 19 minutes 55 seconds. Chris talks about a $2.6 million win from being on social, after completing the DLA Ignite social selling and influence course.
Here at DLA Ignite, we work with our partners such as Crux, Little Bird Marketing, Funnel Amplified, Accelery, EDPE Consultants, etc. We are the only social selling and influence company in the world to offer a certificate provided by an independent qualification body (OfQual) and sponsored by the Institute of Sales Professionals (ISP).
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