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Put yourself in the shoes of a buyer.
They have a business problem, that needs to be solved.
So what's the first thing they are going to do?
They will go onto social media and look to see what people are posting about the subject, they will look for articles, insight and they will look for people that have having conversations about the subject.
Ever since I started in sales we have always wanted to get in a sales early so we can influence.
That's why you must be posting on social. It will get you into sales process early.
In many cases, we win business without any competition as the competition are nowhere to be seen.
Posting on social is a major competitive advantage for your salespeople and your business.
But don't post any old s$%t and don't post and hope
Now Linkedin is noisey.
A CEO once said to me "90% of what is posted on LI is B!@£$%^s"
And he's right.
So how do you stand out? You stop sharing the brochures and brochureware that marketing tell you to and share insight, be educational, be helpful and be entertaining.
This will get your content read.
In our social selling and influence course, we teach and coach leaders and sales people how to create content that will resonate with their buyers.
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.
Social selling have been proved to increase revenue in an organisation by 30% and reduce the sales cycle by 40%.
This is not my opinion, there is data to back this up.
I Previously wrote about how social selling was increasing the conversation rate on Director level calls by 42%. Again, not my opinion, this is all date backed. I agree that we can only increase the conversion rate on rank and file people by 25% but either way scaled across your business this will make transformational difference to your revenue, profit and EBITDA.
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.
Related: Will Being Part of the Conversation on Social Generate Me Any Revenue?