Most of my clients are B2B sales organizations and field reps. They like to network, generate referrals, press the flesh, get belly to belly, pound the phones, and carry the bag.
Ironically, these are all sales clichés that intimate social selling. However, if you mention online social sales processes you get a snort and a scoff. What’s the difference?
Belief. Comfort. Command.
Sales folks have…
- Belief in these methods.
- Comfort that they will yield results.
- Command of the skills to use them.
Social media and networking online lacks all three of these elements.
Today, I’ll start with Belief.
Go to the social network you are the most comfortable with (i.e., Facebook, Linkedin, Twitter) and use their “Find Friends” tool.
Let the service search your email address book, or wherever you keep your existing customer contacts. You will be amazed at how many customers you find.
This should trigger two thoughts in your mind:
- Wow! Look at all the relationship building opportunity I’m foregoing; and
- I wonder how many prospects I’m not meeting because I’m afraid of social media?
Try it. I just did it with Facebook.
(Confession: I lack belief, comfort, and command of Facebook for business)
Egads! It inspired this post.
Did you try it? Belief? What’s your next move?