Have you heard the term “social selling” yet? If not, brace yourself. It’s the way of the future.
Social selling is about these 4 things:
- Ensuring that your brand or you, same thing really, are strong online and when people Google you or the problem they’re encountering, you come high up the rankings. You want to make sure you have a credible reputation as an expert in your field.
- Preparing your sales meetings and interactions by researching online to find out more on your prospects, their challenges and background. Never again are you allowed to ask the question “tell me about your business”. That’s now a red card offence.
- Building your online network. When someone in business or a consumer needs to buy something, a solution if you like, they will still ask their friends and acquaintances for a referral or a suggestion. We’ve always done this and always will as we’re social animals and trust people we know. The difference now is that people go to their online network first – Facebook for consumers, Twitter for consumers and businesses, LinkedIn for businesses. So make sure you have a large network of people who know you and will recommend you. Beware the trust of a stranger. More and more consumers are relying on strangers testimonials so try and collect these on your sites.
- Sharing content – ideas, your expertise, your capability. You’re expected to share your ideas, insights, information and resources with your network and the outside world. Don’t hold back on your content, help your customer to solve their problem with your content. Many will but some will come to you to personalise it, to tailor it to their issues and challenges, and being the expert, this is exactly what you do. Spread your content everywhere – in your blogs, social media, websites and also other people’s sites and forums, the more the better.
Social selling, it’s here to stay, and it’s a little more than just posting on Facebook and Twitter.