The current pandemic and subsequent ‘lockdown’ meant that overnight the role of a saleperson changed dramatically. A role built on face-to-face interaction through networking and meetings halted, and instead, salespeople had to quickly adapt to virtual selling. Whilst also consciously adjusting their sales-first mindset to respect the uncertainty and ambiguity of the situation many customers and prospects found themselves in.
Due to these changes, social selling quickly became a key part of the salespersons toolkit, helping to build and maintain new and existing relationships through softer sales techniques and a ‘value add’ approach. Those who had first been reluctant to engage in social selling had to embrace it in order to thrive in this new world.
Whether a new or seasoned social seller, the following social selling tips will help you build your network, increase credibility and ultimately generate leads.
- Know where to focus your efforts. Find out what social media channels your prospects use, whether it’s LinkedIn, Facebook, Instagram or others
- Be proactive. Join communities and comment on relevant topics, don’t wait for people to come to you
- Connect with people. As with any business development activity, be clear on what value connecting with you gives the other person.
- Create a multi-touchpoint campaign. Structure and plan your target prospects journey from initial engagement through to buying customer
- Be consistent and responsive. Engage with people regularly, don’t disappear for long periods of time
- Leverage other peoples networks. Connect and collaborate with key opinion leaders, Mavens, and Influencers