Recently I’ve been running a few social media training sessions which have focused on supporting sales teams in a large corporate to embrace social media and social selling for two reasons:
1. The first is to enhance the marketing activity by leveraging employees as brand ambassadors
2. Building confidence and capability around developing relationships on a one-to-one basis – one of the fundamentals of social selling
There was a lot that was discussed, mainly because we had people taking part that were complete beginners right through to seasoned members of LinkedIn with super-high Social Selling Index scores. With a diverse group of people there were plenty of ideas flying around. There was also the added complexity of corporate policy and keeping within corporate lines – but that’s another discussion altogether.
Since the feedback from the training was so good, I thought I’d pull out the best bits just for you. So, when it comes to social selling, here are 7 ways to rock it:
1. Build your professional brand
Social selling is the process of building relationships as part of the sales process (definition courtesy of Wikipedia). This means if you’re putting yourself out there and building relationships, you need to take a good hard look at yourself and think about whether you’re presenting yourself in the best light on social media. Complete your profile, get a good head shot and start sharing your insight.
2. Publish your own perspective
Liking and sharing other people’s posts is great, but creating your own content puts you centre stage. It gives members an idea of what you think and it’s an opportunity for you to shine. So get started right now and publish your first post.
3. Share insights
Insights come from several places: your knowledge, external sources and customers. By sharing the insights from these sources, you can demonstrate your credibility and experience. More importantly, you can give value to the community.
Source good articles from credible sources such as trade press, news outlets or thought leaders within your industry and share their insights. Don’t forget to say why you think it’s good (and tag them in the post).
There are lots of different connection strategies that people choose. Some members connect with anyone and everyone, others have a closed network and only invite a select few. Others fall somewhere in between. If you’re social selling though, you’d going to need to build your network, so don’t be shy, connect.
5. Find common ground
You’re more likely to be build relationships with others if you can find mutual interests. People on social media are generally there to be social, so it’s likely they’ll respond, particularly if what you have to say is relevant or you can find common ground.
Reaching out to someone feels genuine if you know the same people, are in the same groups or share similar interests (check their profile thoroughly). When you’ve got those initial ideas for conversation starters – start a conversation.
6. Promote others
Pay it forward. Everyone likes to feel good and a ‘like’, ‘share’ or ‘comment’ on LinkedIn always goes a long way. It’s a virtual high-five and a powerful recognition tool. So, promote others (and don’t forget to tag them).
7. Build relationships
Social selling is all about relationships. We buy from people we like, so make people like you. Start by talking to those that you want to be closer to – as Susan Jeffers said ‘feel the fear and do it anyway’. One of the best ways to do this is to get involved in LinkedIn Groups, you can quickly join a conversation and find common ground.
And for those in the training session, well, they’re starting to rock it. The proof is in the pudding really. Most of their Social Selling Scores have rocketed to the top 1% for their industry. Not bad.
Want to know more? Let’s chat.