Jill Konrath

 

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[Video] The Rise of Social Selling

  
  
  

Have you heard the term "social selling" yet? If not, brace yourself. It's the way of the future. 

So what is it? Basically, it starts with social media -- which is simply user-created content. Your LinkedIn profile is a great example. So are your status updates and the group conversations you have. It also includes other user-created content like Twitter, blogs, YouTube and Facebook.   

Social selling is about what you do with this content. And sellers who've embraced social media are creating new opportunities that totally bypass traditional sales channels.  

In essence, social selling is about these 4 things:  

  1. Building a strong online brand. Your digital image needs to highlight your experience and position you as a credible resource. 
  2. Gathering sales intelligence. It's about researching this user-created content to learn more about the people and companies you're meeting with. 
  3. Making connections. Social media gives you so many ways to initiate conversations, develop new relationships and connect with like-minded people.  
  4. Sharing good stuff. You're expected to share your ideas, insights, information and resources with the community too. That's what good social sellers do.  

In short, it's about good selling -- using all the tools that are available to you today. If you're still a dabbler at these things, please consider this a kick in the butt. If you don't change, it's going to be harder and harder to be successful. Yes, it takes time to learn how to do this. You're out of your comfort zone. But that's what being successful is all about.Social Selling





Jill KonrathJill Konrath is an internationally recognized sales strategist. As author of two bestselling books, SNAP Selling and Selling to Big Companies, she's a frequent speaker at sales meetings and conferences. For more fresh ideas, download her free Prospecting Toolkit.


Comments

Hi Jill, thanks for the post. LinkedIn is very powerful to use to build our reputation. My record is 4 sales in 5 days all from LinkedIn. :)
Posted @ Saturday, February 09, 2013 5:36 AM by Kent
Jill, This might be more credible if you showcased a few B2B companies selling pieces-parts as opposed to a company selling part of the "mystery" of the web. If you could demonstrate how a manufacturer generates 58% of his business from social media, then you can make your case. Otherwise, social media continues to be a fad.
Posted @ Thursday, February 14, 2013 7:49 AM by mick
Social Media a fad? I am a customer who makes million-dollar decisions and I don't answer cold calls anymore. I rarely respond to solicitation emails or mailers. Social is really the best way to access me and win my business, because I feel like the salesperson is taking the time to make a true connection, build a relationship, not just do a hit-and-run sale.
Posted @ Thursday, February 14, 2013 2:51 PM by Shawna Suckow
Ah, you mentioned the key words, build a relationship. Sadly, social media does a really poor job of it unless you like interacting with automated drip marketing feeds. Furthermore, you are confusing sales versus marketing. No one gets sold on social media unless you are selling downloads or other consumer oriented junk. You bought because they built a relationship not because of social media.
Posted @ Thursday, February 14, 2013 4:06 PM by Mick
Social media tools and techniques can be a valuable strategy integrated with existing marketing/sales strategies. For example, I personally developed a business relationship via a LinkedIN group with a number 1 best seller on Amazon.  
 
At the same time don't expect social media strategies to be the instant sales machine that produces immediate results. As with any strategy it takes time, discipline, insight and persistence.  
 
Jill is a great example of how social media can enhance brand and reputation that leads to beneficial business relationships.
Posted @ Saturday, February 16, 2013 11:06 AM by Doug Schmidt
I love this concept of social selling. It's actually what I've been doing for the past year. I just didn't have a word for it. In fact, I've been 'social selling' so strongly, last year, that I'm busier with work this year, more than any other year. It's like you say, one needs to think outside of the box in order for this kind of selling to work. But if we all remember that, initially, it's all about building trusting relationships, then we realize that this way of 'selling' is not so out of the ordinary after all. 
 
On a completely different subject; I watched your video. Love the video. Love your energy. That web address at the end of your video can actually be a clickable link inside the video, while the video is playing. If you want to know more, give me a shout anytime. I'd be thrilled to assist.
Posted @ Thursday, March 07, 2013 11:50 AM by Danielle
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