Social Selling Can Help You Overcome These 4 Sales Roadblocks
Selling is a journey, like one you might play out in a video game. You’ve got to reach the end of your journey, but there are roadblocks. Instead of pitfalls, zombies and giant 4-headed monsters, you’ve got your own roadblocks that keep you from making the sale.
During the game when you earn a special pass that lets you go around the ninjas with flying swords and the exploding alien pods, you take it, right? Same thing in sales. If I gave you a list of frustrations most sales people face and told you I could give you a way to bypass those frustrations. Wouldn’t you try it out?
Here are 4 Sales Roadblocks You Can Avoid By Using Social Selling
1. The Cold Call / Email
People are more likely to do business with people they know and like. Suppose you want to meet face to face as a solution to the cold call / email, but can’t get invited to the same industry insider parties as your prospect and show them how fun and knowledgeable you are over a shared drink. Well, I always like to the think of Twitter as a big party where everyone gets invited. Get close to your prospect at the Twitter party by following them, favorite-ing their tweet, or retweeting their tweets. When doing this, the prospect at the other end is going to note your mention or favorite and bam! you’ve started to make a connection. Continue to engage with that person, intelligently and in a humorous and knowledgeable manner and you’ll strengthen your connection. Then, when the time is right, you can reach out to request communication on email or on the phone.
2. Dependence on Marketing
Your corporate marketing department is doing their job getting the word out via email for your upcoming webinar. The bad news is the executive you want to attend automatically deletes email from corporate marketing departments. She might delete your cold email as well. But, what if you did your homework and you found out who’s connected to her on LinkedIn and got an Introduction? You could send her a personalized invitation through LinkedIn and the bonus is she instantly sees who you are, your expertise, and and that you both love triathlons — or that she also used to live in Chicago and bam! you’ve made a connection. And that connection might get your decision-maker to think twice about the value of your webinar.
3. Decision by Committee
Decision by committee. Fun right? Despite the fact that we often talk about getting to the decision maker, in many cases the decision maker is referring to multiple opinions and expertise on the final decision. Have you ever had to convince 5 people whom you’ve never spoken with to buy your product? Our inability to influence the influencers inhibits our ability to overcome resistance and misunderstanding that they may be having about our product or service. Social media can help you reach and influence the influencers on social networks. And even if — even if — you never connect with them online or ever speak with them in person, your value-fueled social profile and blog automatically builds trust with the reader by demonstrating that you understand what you’re offering their boss and that you understand their business.
4. Getting a Conference Meeting
If you’ve invited someone to meet with you at a conference, and it’s a cold invite, you may get rejected. Try to develop a connection on social networks first. If you can’t get through to your prospect on social networks, connect with people who know your prospect. LinkedIn is the perfect tool to find out who your prospect’s friends and colleagues are. And once you determine who those people are, ask one of them to introduce you to your prospect at the conference.
Additionally, conferences often designate conference hashtags. Use the hashtag to tweet about your conference experience. Spend some time making new friends at a conference panel and you might find your new friend sitting next to your prospect at drinks in the lobby. Kazaam! Meeting opportunity.
Two Final Tips:
1. Like any new game the best way to learn, is to start.
2. You’ve got to earn the passes that get you around the roadblocks, so put in the work before you expect the rewards.
There are more paths on your sales journey! Are there ways you’ve used social selling to bypass these or other selling roadblocks?