With 2015 firmly upon us, an increasing number of sales professionals around the world will start to study social selling as a way to find, educate and engage with buyers.

Here is a list of 10 practical tips you can use to get started on your journey. You don’t have to turn into a world-class social seller overnight; you can start slow. Without further ado, let’s jump in!


1.

Get yourself a buyer-centric LinkedIn Profile! Here’s a quick guide to help you.

2.

Are you on Twitter? Be one with the blue bird. Follow, interact and engage with buyers, prospects, advocates and supporters!

3.

Be an influencer, don’t be a pest. LinkedIn did a survey of 1500 B2B buyers and asked them about the attributes they wish to see in the sales people they engage with. The # 1 attribute was someone who is a thought leader. Consider writing your own content if you’re ready and feel comfortable.

4.

Share content. Prove to your market that you have what it takes, that you have demonstrable knowledge. Be a resource to your buyers. Remember, you can’t convey experience and expertise over a 2 minute phone call. Share content, educate and the buyer and meet them knowing that they already think of you as an expert…not a “sales person” trying to sell them.

5.

Be authentic. Don’t think you have to be like someone. Be yourself because that’s when you’ll be natural. Remember, people buy from people…not robots.

6.

Help first. Don’t “sell” in the traditional sense, sell with a purpose to HELP the buyer.

7.

Engage your network. Don’t be the sales person that “just connects” online. Reach out, say hello, let folks know what you do, how you can help them. As Jill Rowley says, “your network is your net worth”.

8.

Work doesn’t stop when you leave the office. Go Mobile! Get yourself set up with powerful mobile apps that help you find, educate and engage buyers on the go. Sales never sleeps!

9.

Share your ideas openly and freely. Help your colleagues and peers. In their success is yours.

10.

Go offline. Remember, social selling doesn’t mean you don’t have to meet with people. Use social at all stages of the buying journey, but don’t stay behind your computer all day long.

Some of these tips might seem like common sense to you. Some may seem outlandish. The key is to latch on to one or more of these and practice them repeatedly. Need help? Feel free to ping me and I can walk you through these steps or answer any questions you have.

And finally, remember that social selling isn’t difficult…it’s just different.

Amar Sheth CTA 9 Step Thumb10 Step Book

Amar Sheth

Author: Amar Sheth

Amar Sheth has trained thousands of people worldwide on the topic of Social Selling, through a style that’s part storytelling and part motivational.

Leave a Reply

Login First!

Related Blogs

Feb 4, 2020 8:00 am
Management Crisis: Converting the Sales Manager Into a Coach

Lately, we keep hearing time and again from customers that frontline sales managers are falling down at a pace that is clearly a four-alarm fire! I back what people have been saying on podcasts and webinars I’ve engaged with about a management crisis, and agree with them. There’s no question that frontline sales managers – … Continue reading “Management Crisis: Converting the Sales Manager Into a Coach”

Jan 28, 2020 8:00 am
Relationship Mapping: The #1 Hole In Key Account Plans

I was in Paris this week launching a social selling program for a global enterprise account that has thousands of sellers. For the majority of social selling launches, companies typically look at modernizing their digital prospecting to find net new markets and accounts. In fact, this is how 75% of companies look at modern, digital … Continue reading “Relationship Mapping: The #1 Hole In Key Account Plans”

Jan 21, 2020 7:00 am
You Don’t Have A Prospecting Methodology. Now What?

We’ve just entered the 2020s, and for the last two months, we’ve been fielding calls from companies planning their 2020 kickoffs and sales training. As we dove into their existing sales processes and methodologies, we’ve found that many of these processes and methodologies have been acquired from third-party sales training companies like Sandler, Corporate Visions, … Continue reading “You Don’t Have A Prospecting Methodology. Now What?”

Dec 10, 2019 8:00 am
Overcoming Social Selling Objections From Your EMEA Leadership Team

Lately, sales leaders have been asking me how to overcome social selling objections from EMEA leadership teams. There’s no question that there’s a tremendous growth opportunity for social selling, or modern digital prospecting in EMEA because of the General Data Protection Regulation (GDPR) – a relatively new European privacy law, which has dramatically restricted the … Continue reading “Overcoming Social Selling Objections From Your EMEA Leadership Team”