I was on a call this week with a senior sales leader and that they said to me
My customers don't like talking to vendors, what shall I do?
The problem for many, if not all sales people, is that we are sales people and the first thing we do is pitch.
All the research shows that isn't want buyers want. I'm not being anti-sales, just being factual. But you can sell, without selling. I'm doing it right now.
What can you do, if your customers don't like talking to suppliers?
How do you create desire for our product and service?
There are two issues with origination.
1. The company you are trying to sell to, have no idea who you are, and it will take time getting your target companies aware of you. Putting it another way, the companies you will be targeting have zero awareness of you.
2. How do you build relationships and have conversations with strangers?
How do you create something from nothing?
Social selling is the ideal vehicle for originating and selling deals from nothing.
Why? Because it allows you to sell higher and wider than legacy sales methods, it also gets resonance with people higher in organisations.
But you are here to find out how to sell to total strangers.
1. Buyer centric profile - The first thing you need is a buyer-centric social media profile. This is a profile, that when your target accounts and total strangers look at. They will see you as the expert you are, they see you say a human being that can help them, they see you as that sherpa, that helper, the person that can solve their business issues. Don't forget, that they don't know they have the business issue that you are going to solve. Well they don't know, yet. Let's not forget this company has zero understanding about what your business does. Hold that thought.
The last thing you you want is your LinkedIn profile to look like is a CV, it means you are looking for a job, or maybe you look like just another salesperson?
What I'm talking about here is new logos, this is a big prize, invest some time and don't think it will just happen, we know hope isn't a strategy.
Don't forget, you need to look different, like an expert and look human.
2. Build your digital network - Then taking your buyer centric profile, you start building your network, that is connecting with the people you want to influence, or put it another way, these are the people you want to sell to.
There is a tip here, don't sell.
Yes I know you have an amazing solution and you are passionate about it, (after all it pays your mortgage) but I don't know that. Yes I know it's called "social selling".
But simple psychology tells us all that we all hate being sold to. So don't.
It's your job is to get me into a conversation.
People buy from people they know, like and trust. We don't buy from people who turn up and pitch to us on social.
Don't worry ...
Don't worry we train and coach you on how to create a buyer centric profile and how to create a digital territory at scale as part of your social selling and influence course.
3. Content - The final thing you need is content.
Please forget the brochures that marketing create, nobody reads them.
I would suggest you flip articles from an app like Flipboard or better still, create your own blogs, like this. Let's not forget, I'm not telling you "buy my product, because we are great" I'm giving you insight, I'm showing you I'm an expert, I'm explaining how to sell to total strangers.
This is what you need to be doing, with your content.
Explain the business issue(s) one at a time.
Post everyday, don't forget if you don't post you are invisible.
We will take you through how to create content as part of our social selling and influence course.
Selling new logos is easy with social selling
Originating and creating deals in new accounts, in fact any deals is very easy today as social gives us a global stage. Then it's down to you, do you look (on social media) like a person the company can do business with? Are you influencing, having conversations and building relationships with the right people? Are you influencing people and getting conversations with your content?
It is, that straight forward, and if you need any help you know where we are.
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.
I don't believe you Tim!
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 don't do "hints and tips sessions" we don't want you to waste your money. Our social selling and influence methodology will provide your sales team with the stable platform for growth. It is also the only social selling program based on 70:20:10 change management principles which gives your business the mindset change and habit change they need in this digital world.
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