According to HubSpot: Social selling is when salespeople use social media to interact directly with prospects. As an effective Salesperson your responsibility is to provide value by answering questions and offering thoughtful content until a prospect is ready to buy.Social Selling isn't the same as Social Media Marketing. While Social Media Marketing is for reaching many people at once, Social Selling is a 1-to-1 relationship.
It's about putting in the time to understand each company and person you're reaching out to.
- What information can you offer that they didn't know about?
- Do they feel understood and listened to?
- What do you know about them?
- How can you help them?
Here are the 5 secret weapons that give me my competitive advantage:
LinkedIn's Sales Navigator is crucial when researching potential leads and accounts. Everyday I run my searched to find the right companies and employees to reach out to.
In seconds I can find leads and get to work researching them and ways I can help them. You'll see if they've been mentioned in the news and what the've posted.
There is a wealth of information available to help break the ice.
PointDrive is another LinkedIn tool that I love. It allows me to share presentations (eBooks, PowerPoints, Etc..) and notifies me whenever someone is viewing them.
I know what a prospect is interested in by which presentation they're viewing and how interested they are by how many pages they've viewed.
This is great lead intelligence. People are no longer cold leads, so I can call them with full confidence they'll know who I am and what I do.
Crystal is software I just recently discovered. It's amazing. When I email or view a profile on LinkedIn it gives me a full breakdown of a persons behavioral profile. Not only does it provide great insight into a prospects psyche, but also includes actionable information.
It breaks down the best way to approach a prospect. What they're likely to respond to and what to avoid.
Without a CRM I'd never be able to keep track of 900 contacts. HubSpot's is my favorite. I keep notes on all my contacts, emails we've exchanged, phone call records, follow up tasks and even deal information.
As far as Social Selling goes, it monitors my social accounts for mentions, clicks and engagement. When I see someone shows interest I connect with them immediately.
I'm always on the hunt for Trigger Events - an Ice Breaker or reason to reach out.
- Was a lead mentioned in the news?
- Did they get a promotion?
- Is there company news?
- Did they win an award?
- Are the growing and hiring?
Google Alerts is a free service that emails you when someone or something is mentioned online. All you have to do is enter some keywords and set how often you want to be notified.
I get emails when my leads or prospects are mentioned. It's great!
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