The Do’s and Do Not Do’s of Social Selling

As discussed in last week’s post, Social Selling, Social Sales, whatever you like to call it is seriously important right now. Read more here.

“Effective use of sales intelligence increases revenue productivity per sales rep by 17%” – CSO Insights

“79% of salespeople who use Social Media as a selling tool outperform those who don’t.”

We put together a list of do’s and don’ts to follow. To avoid wasting time, we’ll jump right in:

The Do’s

During our research, we found this great article with these tips to improve your Social Selling performance:

    • For your Twitter/LinkedIn profile: Upload a current, professional-looking head-shot (silhouette or light, opaque background recommended).
    • Begin a regular schedule of posting on LinkedIn.
    • Add something (an image, white paper, PowerPoint) to your Summary right now just to see how easy it is. Refresh as you get better “stuff”.
    • Add three interests (personal or professional) to your Profile. Then be on the lookout for common Interests when viewing others’ Profiles.

And Elsewhere:

Realize that Social Selling is a journey, not a quick fix. The undertaking will take months to achieve measurable success (presuming you are measuring your success), and this requires patience and commitment.

Measure your success. Track engagement in your CRM or on tracker sheets like Excel. We LOVE spreadsheets, but have gradually moved ALL of our operations into our CRM for the purpose of better visibility and reporting.

Develop a reputation. Build a strong online reputation that showcases your experience and increases your credibility.

Gather intelligence before meetings. You should research social information before important sales meetings. Check out your prospects LinkedIn, Twitter, and Pinterest etc. You might think “they’ll see that I have viewed their profile on LinkedIn…”, and we say that’s a good thing! It shows you’re interested and have taken the time to get to know who you are about to speak to.

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Learn more

Offer Insights. Provide meaningful insights that build opportunities to engage with and influence potential buyers.

Set Goals. If you don’t put some hurdles out there to jump over, you won’t ever know if you’re succeeding. Start with growing your likes and reach. Try to work towards 10% overall engagement on your page.

Create a Conversion Strategy. Plan how you’ll convert those fans into customers. Promote conversation and the prospect will create the lead for you.

Check out this GREAT blog post for more: here

The Do Not Do’s

Don’t Spam. There is a difference between targeted, regular, contextual messaging and Spam. Spam is unwanted and unrequested direct contact soliciting something. This is not a good way to develop prospects.

Don’t use dubious Social Media Marketing Tools. Be wary of Social Media Marketing automation tools which can produce noise and reduce the value of your brand.

Don’t employ someone to generate you 1,000+ Twitter followers or 10,000+ Facebook likes in one day. If it turns out that you do actually accrue these contacts, they will be worse than bad quality.

That’s it for now.

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