Unfortunately, there hasn’t been much social media training for sales professionals out there and it has resulted in a lot of talented people getting poor results. If you’re in sales, you have probably experienced the frustration of hearing social media success stories while your own experiments have left you to conclude that social networks must not work when it comes to lead generation.
Well I have good news and bad news for you. The good news is that there are three specific reasons that sales professionals are unsuccessful with social media and they are easy to fix. The bad news is that it requires you to rethink your approach to the sales process online. This is especially true if you have been in sales a long time and seen success through more traditional methods such as cold calling or prospecting.
To kick start your social media training for sales excellence, remember these crucial 3 points:
1. If You Don’t Use It, You’ll Lose It
By losing it, I mean all those sales you let slide away because your competitors beat you to the punch due to your delay on taking action. Social media requires a long-term and consistent commitment as it’s all about building relationships. But the results will be well worth it with not only more sales, but an easier selling process and a lot more referrals.
2. Selling Through Social Media Doesn’t Work
If you’re still trying to close a sale through social media, it simply won’t work. This perplexes a lot of sales professionals because once they realize this, they often wonder what the point of social media is if you can’t use it to sell? The answer is building relationships, creating top of mind awareness for your products/services and being the first person your prospects think about when needing what you offer. Social media helps you build rapport like never before, giving you unparalleled power in building trust with current and prospective clients.
Trying to pitch and sell somebody on social media is silly because they don’t have to listen to you. In fact, people are only exposed to the information they want to see online so if you try and shove your product/service down their throats, you’ll just end up blocked, deleted or unfollowed! If you have a PVR or DVR at home, ask yourself this: do you watch commercials you aren’t interested in when you have the power to fast-forward through them? I didn’t think so.
3. You Need A Strategy
This is the most important point. If you don’t have a strategy, you’ll just be running around social media sites wasting time and ultimately give up once your attention is diverted to one of the millions of cat videos on YouTube.
Understand who your ideal customer is and figure out where they interact online. Find ideal groups in various social networks where you can share content that is valuable to your target market as a means to bring them closer to you and gain credibility as a trusted advisor they can rely on.
If there is one takeaway that you should keep with you from any social media training for sales, it’s that you need to focus on building relationships and providing value. Okay, so maybe that’s two things, but they are extremely important because people don’t need to listen to your sales pitch when they could be finding the solutions to the problems they have elsewhere.
Find your perfect customer’s greatest problem and solve it. Then you will be successful with social media! And if you don’t know how to do this then be sure to get some social media training that is specific for sales. LinkedIn training is typically the best place to start as it is the #1 business social network and has a flood of your ideal clients just waiting there.
What do you struggle with the most when it comes to social media training for sales and lead generation? Leave a message in the comments below!
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