Sales must be social again!
Traditional sales and cold calls are a thing of the past. Of all managers 90% is not responding any longer on cold calls and direct mail campaigns. Sales should be social and above all personal.
Sales is of course a social matter and, above all, personal. Personal means listening and talking with the customer and relation. On a personal level and with help of various online and social media tools. Using the customer information to understand and to communicate personally with the customer with results in qualitative growth of the revenue.
Due to the ever larger online connectedness, arises the possibility to build a complete profile of your contacts and the companies where you like to do business with. Social sales is based on the turn around of the process: stop 'prospecting', get accessed. How can you drive your sales social?
Social sales is the chance to better understand your relationships
Personal selling means listening, sharing and talking. On a personal level and with help of various online and social media tools. Additionally: on business purchases more than half your prospects already is half way through the purchase process when they are engaging on social media, but also when they express their needs indirect but also directly online.
In that process you get information, which you can use to better understand your relationships and to communicate personally with them. There are no more unique products and buying parties are much better informed than they have ever been by all the information that is present. When you reach your relation on the right time via the right connection your proposition is the best choice for your prospect. The result is qualitative growth of relationships in your network and eventually customers.
Data, network and attention
With the capabilities of data and information and the right use of the network you can realize optimal attention to your relationships and customers. At Social Sales we use the DNA method: with the use of Data, you can benefit from your Network to give the optimal Attention to your clients and prospects. With the information in the proper context and with the correct connections, you as sales are able to work more effectively and more relevant for your customer, at the right times.
Information comes to you
Online you can find information about who your contact is, where your contact person is talking about and what concerns him or her. What your prospects share gives you access to information about where your prospect and the organization is working on or where he or she works for is doing and what interests them.
The various online platforms including Linkedin/Sales Navigator and Twitter give you insights where you had to work for long months before the online era. The information about your prospects is easy within reach. All you have to do is to gather that information, structure and save it to actively work with it, for example by participating in the online conversation.
How can we help you and your sales to use social business to generate more sales? We would love to inspire you with our knowledge and case study. Let's make an appointment!
