Social Selling - 3 Tips For Improved Social Selling Success Video Lecture | B2B Sales: Tips and Strategies

Hey, this is Ago.
In this quick video, I want to talk about
social selling.
You see social selling is hot these days.
And there is a lot of firms coming out with
exciting new technology.
And if you're not careful, it's really easy
to get lost and think that social selling
is all about technology.
And guess what?
It's not.
According to the corporate executive board
in Google, fully 57%, almost two-thirds, of
the buying cycle now happens before a seller
even sets foot in the room.
So, I've got a question for you.
Just because you're not in the room, does
that mean that you don't get to play?
And the answer, as far as I'm concerned, is
no, absolutely not.
Now, I've been experimenting with social selling
for a couple of years now.
And there are really three tips I want to
give you whether you're getting started or
you're already doing social selling, you're
pretty advanced perhaps.
These three tips will help you get more results
for your business in your sales.
The number one thing, the number one tip that
I can give you is build a social selling system,
not a collection of tools.
Build a social selling system.
Look at your current buying cycle.
Look at your conversion points where leads
and prospects go through your sales process,
where they convert, where they go to the next
phase.
Build your social selling system based on
that.
Use that as a foundation.
Don't just build a loose collection of apps.
The technology, I know it's exciting, but
that comes later in the process.
The number two thing, or the number two tip
is, I find there is a lot of talk about social
selling when it comes to lead generation.
Things like using social networks to strike
up conversations, reach out to potential leads,
etc., etc.
And social selling certainly is valuable there,
but that's not where it stops.
In fact, I'm most excited about the potential
of social selling later on in the selling
process as well.
When it comes to lead nurturing and lead conversion
and, ultimately, even closing.
I use social selling and social selling tools
extensively throughout the entire sales cycle
from really lead generation and the first
contact all the way to the close.
And the third tip I want to give you is before
you get started, analyze that sales process,
analyze that buying cycle, decide where to
focus.
What are your key conversion points?
Then, put in place KPI's and a benchmark to
see how you're currently doing.
And then, start measuring.
And as you start gathering more data, and
this is where technology is fantastic.
As you start generating and gathering more
data, you'll start seeing what works, what
doesn't, and then obviously the choices to
do more of what works and less of what doesn't.
So there you go, three quick tips to leverage
the power of social selling for your business,
for your sales.
Number one is build a social selling system,
not just a loose collection of technology
or tools.
Number two is use social selling throughout
the sales cycle, all the way from the start
to the finish.
From generating the lead to closing.
And number three is put in place a solid foundation.
Put some KPI's in place.
Start measuring and then really start tweaking
your results gradually as you get more experienced,
as you get more results.
Hope that was useful.
If you're excited about this, and you can
tell that I am, go to socialsellingsystem.com.
It's a new idea that I'm working on, it's
something that I may launch in the short term
future.
Socialsellingsystem.com.
I hope to see you there.