Busting a Few Social Selling Myths
March 16, 2015
1. 72.6% of salespeople using social selling exceeded the quota 23% more often than those who didn’t. (Report published by Social Centered Selling and A Sales Guy Consulting)
2. 54% of survey respondents credited social selling for their closed deals. (Report published by Social Centered Selling and A Sales Guy Consulting)
A look at the numbers and you know the hearsay is right – social selling is no longer an option; it’s a must-have. After all, you can’t be running a business and not have a business card. Social selling is handing over your virtual business card to your prospect over a virtual cuppa or two and then keeping the coffee talks going, with time. And the first step to making the conversations click is to steer clear of these 4 common social selling myths.
1. Social selling = sweet talking: Nope, social selling is about creating real bonds. Try to sweet talk your way through a crowd of prospects and your insincerity will be spotted immediately.
2. Social selling is replacement for cold calling: Social selling is not cold calling nor is it any replacement for it. Once your prospects get to know you, they would want to know you better. Interacting on Facebook or Twitter is not an alternative to emails or phone calls.
3. Social selling is not for B2B: Grossly wrong. According to a stats published by IBM, 75% of B2B decision makers use social media to arrive at a decision. Not all B2B marketers are active on all networks, which is why you need to spend quite some time to find out where your target audience is most active.
4. Social selling is sharing lot of content: No, you need to strike a balance. Too much of anything is not good. Share useful content at timely intervals. Take a breather between your SMM updates so that your audience doesn’t feel overwhelmed and eventually, irritated.
There is no one-size-fits-all formula that works in social media. Nor can you expect immediate results. Social selling requires time and effort, and a dedicated team that understands your audience just as well as it understands your brand. Pi Social Media has helped a number of B2C brands like Heinz and Fisherman’s Friend create trusted brand personas on social media. Get in touch with us to talk about how we can do the same for you.