Time to listen: 2 minutes. This is the first in a series of social selling tips. #1: How to start selling to customers who aren’t ready to buy using social media. Here’s where to start and step-by-step tips to get you going.
First, you CAN sell products and services of all kinds—to people of all kinds—on social media. Yet I hear it all the time from (mostly self-appointed) business gurus:
“People aren’t on social media to be sold to.”
Bologna. Hooey. Horsehockey.
Saying this is to miss the social selling opportunity entirely: Every day your customers use blogs, Twitter, Facebook, YouTube, Pinterest, Google+, LinkedIn etc. to solve problems. They’re often letting social media move them toward products and services they need.
They may not be ready to buy right this instant. But many WILL eventually. You want to capture the attention and earn the chance to nurture those prospects.
It starts with realizing this simple idea: Right now, most prospects are looking for shortcuts to getting things done… solutions to nagging problems… ways to learn new skills.
For example, your customers may be on social media showing interest in avoiding risks they don’t need to take or finding better ways to compete. Maybe they’re seeking guidance on some kind of personal challenge
Our job as social sellers is to guide customers toward those short cuts or better ways or useful tips… AND occasionally find ways to connect what we sell to those better ways.
That’s one of the best social selling tips I can give you.
For example, your job is to help potential customers get a hold of a checklist that they can use to get something done faster. Or maybe give them a 3 part video tutorial on learning a new skill they need to have. Or maybe it’s a short ebook they need. Whatever it is the idea is to let them begin to experience the kind of success that your service can more fully provide.
Jeff Molander is the authority on starting conversations with busy people. As founder of Communications Edge Inc. he teaches a proven, effective communications technique to spark buyers curiosity in sales outreach & marketing messages. He's a sought-after sales communications trainer to individual reps, teams of sellers and small businesses owners across the globe. He's an accomplished entrepreneur, having co-founded the Google Affiliate Network and what is today the Performics division of Publicis Groupe. Jeff served as adjunct digital marketing faculty at Loyola University’s school of business. His book, Off The Hook Marketing: How to Make Social Media Sell for You, is first to offer businesses a clear, practical way to create leads and sales with technology platforms like Facebook, LinkedIn, YouTube and blogs.
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