Use Social Selling to Fulfill Your Sales-Related Resolutions
The start of 2017 marks the time of year when we look back at all the things we wish we had done in the past. We then make promises to ourselves that we will do them in the New Year!
It happens in both our business and personal lives. I’m betting you can say this about implementing Social Selling into your sales efforts.
So… what makes things different this year? Why do you think you will follow through with Social Selling this time? That’s where this article comes in. I’ll help you implement them with five resolutions for Social Selling that will work for you. I’ll then give you some specific activities you can take to get you more business.
First, the resolutions:
- Your Social Selling resolution has to have clear, measurable activity goals. The typical resolution of “I am going to lose 10 pounds” can rarely ever be successful. It needs to be accompanied by “I am going to eat under 2000 calories a day with 100 or fewer grams of carbs and work out for 45 minutes three times a week.” When planning your sales and Social Selling goals, be sure to be as clear and concise as possible.
- Mindset is key. You have to more than want it. You have to know that you are going to achieve it. It is vital that you are attached to the process every single day, not just the results. You have to visualize not just the results, but each activity in the journey. And, use positive language to talk about your Social Selling journey and leave the negative and frustrations behind you.
- Create an accountability system with a co-worker, friend or even your boss. Once the excitement of the initial momentum subsides, you have to know what will keep you Social Selling. Prepare to implement whatever it takes to keep you committed to the process, while others are throwing in the towel on their new year’s resolutions.
- Keep a daily action plan and a schedule. Let’s face it: Random Social Selling gets you basically nowhere. Make sure you know exactly what you need to do every day, and set aside enough time to be successful. Schedule the time as if it were a client; meaning if your buyer were sitting in front of you in that time slot, you would never take a phone call, answer an email or get up in the middle of the appointment and get coffee. Treat that time as if it were a client in front of you, because this is truly the activity that will get results. Placing a hold in your Outlook calendar, Google calendar, etc. will help you with this resolution.
- Commit to continual learning around sales and Social Selling. There are many experts in this realm that offer sage advice that can help you move in the right direction. Pick a few and follow what they share on a consistent basis. Read a couple of blogs, watch a 30-minute video and download a white paper on a weekly basis. Make sure you pick one new action item from the content that helps move you in the right direction. Also, be quick to move away from a content provider quickly if you are not getting what you need, and move on to new ones that are making an impact on your business development efforts.
Okay, so now that the foundational resolutions are in place, it’s time to discuss what actual activities are you going to make that will help you grow your business in 2017? Here are five that I hope resonate with you:
Update your LinkedIn Profile. I am sure you have heard this a dozen times (at least). Whether you are in the camp that your profile is “enough” or you know that it needs updating but “just haven’t gotten around to it… it is time. It is time to move from a LinkedIn profile that is a resume to a resource. A resume oriented profile will not convert your readers to phone calls; without these conversations, you’ll have no new business. Here is a blog post that will take you through the 10 essentials for a successful LinkedIn profile for sale professionals. (See more about this below.)
Create and use welcome messages for your new connections. Stop connecting and forgetting, and start engaging with your connections. Create a couple of versions – one that offers valuable content or insights, another that asks for a networking call, etc. Save it where it is easy to access. I use Auto-Text Expander for Chrome. It saves me hours.
Develop a list of all the potential buyers in every new account. A good way to do this is to look back at who has been involved in your previous sales. Look them up on LinkedIn and record their titles. Consider creating a Boolean search of those titles you and having that easily accessible. Mine live in my Auto-Text Expander. The goal is to make finding your buyers easier when leveraging LinkedIn and Social Selling for business development.
If you are hunting new business, make a list of the top 120 companies you’d like to work with but haven’t yet. Now, break it down to 10 per month. That is 2-3 new companies every week that you are going to pursue. Now commit to that number. Look your companies up on LinkedIn, use your Boolean searches to find the right people to reach out to and either ask for introductions or connect with a purpose.
Write more original content. Maybe you start with one a month or even a quarter. But just start. There is nothing that makes you stand out as a thought leader than an original piece of content that has an impact on a reader. You don’t have to do it alone, work with your marketing department or higher a professional to help. Just make sure that what you write has meaning for your reader. That it provides them with insights that they can apply even if they didn’t work with you. It is vital that in today’s digital buying world, that you are seen as the subject matter expert in your field.
Now that you have the information, it’s time to make those resolutions a reality!
If you’re really going to commit to these resolutions, you need to start your efforts with a strong LinkedIn Profile. Our ON-DEMAND Webinar with myself, PeopleLinx VP of Marketing Bob Woods and PeopleLinx Social Sales Strategist Sally Jo LaM0nt will provide you with the information you need to recast your Profile into one optimized for Social Selling, or to spruce it up so you’ll gain even more calls and influence in your industry. Sign up to view it ON-DEMAND… today!