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One of the main questions that both managers and sales reps have is … “How do I understand any sort of measurement,as to the success of my social selling campaigns ?”
What I want you to focus in on, is the very beginning of that measurement and that is on “Social Network” growth.
There are two things that I’d like you to measure. Every single day or at least once a week, I’d like you to go to your homepage on LinkedIn and check out “People that viewed my profile” – it’s on the far right hand side. This will give you an indication over seven days, of the number of people that have found your profile engaging or that they’ve saw your profile in LinkedIn under an “advanced search” and they’ve checked out your profile. That is from a volume standpoint. So management, you want to understand that number – take a baseline understanding of where your sales rep start at the beginning of the year as an example, and monitor that progression every single week, but that’s just volume.
The second piece I’d like you to focus in on is what is called “Social Reach”. Now this is a very simple concept – think about it. As an example I have 2,200 people that I’m connected to as a first degree on LinkedIn. But only a portion of those are in fact the decision makers and the “Champions” within organizations that are in fact my buyers. The rest are friends, families, past clients, vendors, influencers and so forth.
What I’d like you to do as a sales team and it’s very simple to do – if you’ve noticed that the new “Contacts” section on LinkedIn has completely changed it is so easy now to “Tag” each and every one of your “Contacts” into ” folders” or put them into “buckets” so to speak, and you can isolate very similar to Google+ where you can isolate who are internal resources, vendors, partners clients, prospects, competitors – but most importantly from the prospecting side of the fence – who are the decision-makers and the Champions that I’m going after. That way that you can take your database let’s assume 500 people and then break down and understand what percentage of your social database is in fact your “buyers”, and so if that is only 10, 20, 25 percent of your entire database now you know where you need focus. You need to grow that database of people that are in fact your buyers so that you have a higher probability that they’ll see your content.
The Bottom Line:
If you don’t want to be left behind the 8 ball – you need to start to take action. The following blog posts on utilizing Social Selling strategies can help you start. If you are really looking for some hidden gems on how you can attract a very specific prospect, I recommend you check out – the below guide books 10 Steps to Building a Social Selling Machine & 9 Steps to a Winning LinkedIn Profile for Sales Professionals. So what are you waiting for? Download the below guides .
