Social Selling – Basic Tools to Gain Influence and Dominate your Territory – Guest Post Timothy Hughes
I’m going to start this blog assuming you know about Social Selling already. That buyers can now cut you the seller out by using Google and other techniques. As a seller you will have already wised up to the fact you need to do something different.
Here is a quick summary of techniques and tools you can use to support your selling efforts.
There are many others tool, if you have any suggestions or “hacks” you want to share, please do in the comments.
LinkedIn: Continue to build your personal brand this has to be buyer centric. That means that if a buyer (usually in salesperson avoidance mode) came across your profile, would they avoid you, or maybe you can convince them to stop by and ask your advice. But please don’t see Linkedin as some passive “tick box” exercise, your should be using Linkedin to drive “inbound” through your profile.
Sales Navigator: Great tool to allow you to research and monitor your prospects and accounts. LinkedIn quote that for the average Enterprise sale 5.4 people are involved. The mistake that sales people often make is that it’s easier talking to somebody in your comfort zone. Often they are part of the problem and not part of the solution. Sales Navigator allows you to get broader and wider in an account to cover all the bases and lock your competition out.
Twitter: This is a great resource to allow to find and engage with people in your prospects and accounts. While this sounds like Sales Navigator, what you will find is that Changemakers will tend to use Twitter as they see it as a way to grow and connect with influence.
On Twitter you need a clear biography, most corporations will insist that you need a comment that your opinions are my own and a link to your LinkedIn Profile. Don’t link to your corporate website.
Buffer: Buffer is a web browser plugin that allows you to “buffer up” tweets. While automation should be used with care, it is “Social” Media after all, it is a way that you can Tweet and work at the same time.
Tip: Do NOT post to multiple Social Networks at the same time. This is easy to spot and will be seen by followers of yours on multiple platforms to be spammy.
How do you Increase The Visibility of your Tweets?: One tool that will allow you to do this is Crowdfire. It allows you to follow certain hashtags.
Or why not follow all your competitors followers and steal their Influence?
How as a Salesperson can you see what your customers are talking about on Social Media?
Below is the dashboard for my Twitonomy account
Twitonomy looks very much like the basic Twitter client. You can reply, retweet and favorite individual tweets.
But Twitter analytics is where the tool really shines. Once signed in, you’ll get a Twitonomy profile page that has all kinds of statistics. There is too much really to mention, sign up and have a play.
In terms of your customers it will help find them, you can see who influences them, the hashtags they are using
Want to know your customers better and be alerted in case of important information?
https://www.netvibes.com is a great application, like Google alerts on steroids this allows you to listen to prospects and customers at a micro and macro level.
Want to Create some Funky Content that will Stand Out?
Picplaypost – This app allows you to create photos and videos collages, great video on Youtube here
https://youtu.be/oHGgz0owzQc via @YouTube
Legend – This app allows you to turn text into stunning animations.
Put your words in motion. Inspire people. Make friends laugh. In just 2 taps! Perfect for Instagram, Twitter, iMessage, WhatsApp. Save video or GIF.
Conclusion: Social Media is your best friends to be visible on the market on what you do well, to be perceived as an expert by your eco system and also to have information about your customers, partners, competitors, etc
But you don’t become best friends in 5 minutes, you need to get to know each other and you can find your prospects and position yourself as being there to help.
In my book Social Selling, there is a whole chapter on technology and a practical way that people can use it to create leads and over achieve your quota quicker. It’s written to help support you both salesperson and sales leader on your Social Selling journey.
Want to know how to sell to the modern, connected buyer?
If you’re interested in a blueprint to help you in your move to digital and social then I recommend my book. “Social Selling – Techniques to Influence Buyers and Changemakers”. Written in a workbook style, it’s designed to help you implement a digital and Social strategy across Sales and Marketing.
To order follow this link to Amazon there is also a Kindle, eBook version.
About the Author
Tim Hughes is co-founder of Digital Leadership Associates a company that provides support and guidance in all areas of Social as well as Social Selling. He has been called “an innovator and pioneer” of Social Selling and in the recent Onalytica list of the most influential Social Sellers globally, Tim was named as number 1.