My Two Cents on Social Selling: You Get What You Give

 

Posted By Rebecca Pearse | Dec 04, 2014

 

For the past six months I have been engaged in social selling to help understand how it fits into my business development role at Qvidian. I created a Twitter handle (@rcpearse) and have actively shared content there and on LinkedIn. In fact, I’ve rather enjoyed the new contacts and advice I have received along the way in this “social selling” culture.

So how does my boss know what I am doing? For all he knows, I could be sitting in my office looking out of the window during the time I am meant to be nurturing “leads” (I happen to work remotely from a farm in the UK and the views are spectacular!). I sat and thought about the increased social selling work over the past six months and realised the following: the increase in interest in my profile and the conversations I’ve had has allowed me to engage in conversations that I might not have necessarily had the opportunity for if pursued them via email or phone. But most importantly for me, they provide proof of interaction and involvement. In a way, it hasn’t felt like ‘selling’ at all, rather more like cementing relationships and building others all while at the same time gaining a better knowledge of the companies and industries I am looking to approach.

So how are you engaging in Social Selling? How exactly are you analysing what your teams are doing? How can you tell if you are doing enough or too little?

Social Selling

This quick video from LinkedIn’s Koka Sexton gives insight into the importance of Social Selling and the ONLY way forward for your sales teams…

The thing I’ve learned is that social selling is here to stay. It’s something that needs to be worked on and cannot just be picked up and left aside with hope for immediate results. To the point, when it comes to sales, building credibility and maintaining interaction is a critical component of the selling process. Sales reps need to have more informed and relevant conversations with their buyers to see results. Sales management and support staff need to provide not only the right tools and systems, but also the time and coaching required for reps to learn to have these valuable conversations with the evolved buyer. And just like anything else, the payoff will come with time and effort.

As for me, it’s about enjoying the ride, and truly meaningful conversations only add to a more fulfilling experience.