Social Selling: 5 Steps to Putting the Social Back in Sales – Rocks Digital 2016 Live Blog
Patty Farmer is a best-selling author, trainer, marketing and business growth strategist, international speaker, radio host, event producer, and social media influencer.
“The modern consumer is digitally driven, socially connected, and mobile empowered.” ~ Jill Rowley
Who is your end customer? You need to adapt to social media and offer your consumers social connection.
We’re in the people business. Patty moved to Texas eight years ago, and set a goal to meet 100,000 people and get $100,000 dollars. She did it in 9 months, because she got out and met people.
Did You Know…
- Buyers are already 57% through the purchase process before speaking to a professional
- 74% of todays B2B customers do more than half of their research before interacting with a representative.
- Social Sellers realize a 66% greater quota attainment than those using traditional prospecting techniques.
- Buyers who use social media have larger budgets, typically 84% larger than the budgets of buyers who are not on social media.
The first sale you need to make is to yourself. Invest in yourself.
Social selling is the process of developing relationships as part of the sales process.
The revenue is in your relationships. The key is to serve not sell, but the secret is… strategically serving or strategically
1- Know Your ABC’s – You may be thinking, Always Be Closing, but in reality it’s Always Be Connecting. Be a resource to other people. Connect them to people and content, either your own or others’ content.
2 – Know Your Audience – Not just your target market. Demographics and psychographics are important, but learn how your customer buys. Do you know a day in the life of your consumer? Know where your consumers spend their time, their favorite social media platform, etc.
3 – Provide Relevant Content & Value Consistently – It isn’t just getting prospects on your list, it’s about how you can get them to stay.
4 – Collaboration VS. Competition – If you come up with an idea, make sure someone else doesn’t get it to the marketplace first. Get it out there. It takes a tribe
5 – Create Social Offers – Competitions, contests, freebies, etc. These are appealing to your audience.