What’s your social media strategy as a salesperson?


As I have been stating in a number of previous posts in this blog, the barriers between Sales, Marketing and Customer Service need to come down fast, if companies are to become more effective. The upper hand of the relationship between customers and companies has shifted significantly towards the former in today’s market place. Salespeople must focus on the client as an individual and cater for her specific needs at every stage of the buying process. Therefore companies need to adapt and be way more attentive and responsive to be able to move the client along the sales funnel (the steps towards the purchase) and close the deal. Companies need to train their staff to develop sophisticated social media skills if they want to succeed.

Sales, Marketing and Customer Service have to work closer than ever to provide a seamless experience to the client, regardless of the different touch points (email campaign, sales call, the various social media channel communications, print ads, etc) she is exposed to and chooses to use on the path to a purchase.

The old system of departmentalization between Sales, Marketing and Customer Service is becoming obsolete: in the past, sales leads were generated by Marketing, which would qualify them and pass them on to Sales, which, in turn, would hand post-sales issues to Customer Service for support and help. This process does not work so neatly anymore. It has become a lot more complex, not to say messy. Customers are probably exposed to your product through a number of sources and the communication and the responsibility for the process of following up on their requests must be handled together, as a team, by your employees. Software is available to make all the history of this interaction clear to whoever deals with that client.

Selling through social media

Selling through social media

For starters the client is bound to already know a lot about the product even before she first contacts you. She has a number of ways to research and get precise info on what she needs to purchase. The idea is to be fast and prompt in your response, adding to what is already known, whether it be: passing on more specific info on the benefits, clarification on functionality, scheduling a live demonstration, an invitation to a webinar with a specialist, drawing the terms of a contract, the negotiation of a discount, etc.

Let’s focus in this post on how specifically the sales force could use social media more proactively to meet the customer’s needs and move them along the sales funnel towards a successful goal. They can use any or all of the following tools as a supplement to what they already do (such as personal sales calls or phone calls). In many cases, however, you will notice that if they use these online tools properly, parts of the more traditional in person face-to-face sales process might be replaced smoothly by digital communication – which, not rarely, are more likely to yield results.

1. LinkedIn: this is your personal online ID card. Chances are customers will check out your profile immediately after you schedule an appointment to see them. Make sure you live up or surpass their expectations. Choose your profile picture carefully. Only you can decide on the level of formality or informality expected from professionals in your industry. Play by the rules. Fill in as much relevant info about your career as possible, and do not hesitate to ask coworkers, bosses and senior management for recommendations and endorsements. You can always return the favor. Publish only work-related posts on this platform. Avoid jokes and cat photos (you can use other social networks for that, don’t worry). Think twice before you post an update here. Remember that slips may jeopardize your chances of a future job. Nurture and grow your contacts daily. Be courteous and answer communications sent to you as quickly as possible.

2. Facebook: if you are uncomfortable using your personal profile professionally, create a specific professional one (I’ve confronted that dilemma of separating private and public life myself for a couple of years, so I’m totally sympathetic to whoever has the same problem). However, I gave up the on the struggle and unified my profiles. In this day and age, customers expect to deal with genuine human beings, so developing skills to be able to post the right content to the right group of people through a single profile will surely make your life easier and boost your career. If you wish to post photos of your family barbecue, do create a little private group for the only people who would care about this. Besides, as you probably know, you have the option to post to your whole audience of “friends”, to a few chosen people, or to the public in general, by adjusting the platform settings for every post. Just exercise some common sense in your content publishing strategy and you should be OK. This works better than keeping separate profiles. What you can’t do is avoid creating a digital presence for the development of your personal brand on the Internet. Gather as many clients and prospects as your “friends” as possible, and start posting relevant and useful content (not annoying and interrupting ads) on your newsfeed. You will be building what they call “thought leadership”, presenting yourself as an expert in a specific subject, and, naturally, prospects will grow to depend on you when they have a problem that needs the kind of solution you have been discussing or blogging about.

3. Instagram: develop a similar a strategy. Of course, the focus here, however, is on visuals: photos and videos. Publish a balanced mix of personal and work-related content. The personal stuff will make it easy for the customers to relate to you as a person (so the occasional cat pictures are fine, don’t worry), whereas the work-related publications will hopefully help you build a friendly and caring image for your company and for yourself as a professional. You could, for example, post photos of your products and services (a dynamic teacher in action using the latest technology in the classroom, if you sell edtech products, for example). Try not to use fashion models – this is not an ad after all (lose the glitter and fake glamour) – but real life photos of actual happy users of your product instead. Show people you work with. Post pictures of the offices of your company, to make it more relatable to customers. The main thing to keep in mind is you should be providing valuable or fun information, educating your prospects, training your users, not interrupting your audience with a sales pitch. In the meantime, Marketing should be working on building a bank of images, video clips, ebooks, blog posts, white papers and other useful pieces of content to help you pass them on in a more personalized way to your prospects, but there’s nothing wrong in your creating your own content, if you have the skills and the authorization of your boss. Do not rely solely on the Marketing Department’s support for your success, it doesn’t work like that.

4. Twitter: don’t waste time using your Twitter account only for personal interactions. Think of it, as of any other social media channel, as a powerful tool to create an Internet presence and carve a unique personal brand. This may advance your career in unexpected ways. Create or curate as much germane content to your customers as possible. Retweet, for example, your company’s invitations to webinars and events. Indicate and promote useful and complementary websites to the customers. Share relevant information about your industry. Educate the prospects on the benefits of a new product or service. I know you have only 140 characters to use, but you’d be amazed at how much can be accomplished with that. Don’t forget you can use links to more comprehensive information (such as a blog post, a landing page or a how-to video clip), although I wouldn’t recommend you overuse this technique. The recommended balance goes more or less like this: for each 15 new updates, think 10/4/1: 10 posts should be about content from other people you are curating and sharing; 4 posts should direct them to your latest blog post or video clip; 1 post should invite them to a special offer on your company’s landing page. Don’t use this ratio as a straightjacket, though.

The bottom line is nobody has a perfectly safe job in today’s corporate world. Companies will not give you all the support you wish you had to carry out the ideal sales performance everyone expects from you. You need to stand up for yourself and imagine you are an external consultant hired to do the best job you can for a limited period of time. Lay-offs are around the corner. I don’t mean to scare you, but this is the brutal reality of our times. Therefore, you have no choice. Dive into social media, develop a powerful personal brand on the Internet, nourish a healthy and trusting base of clients and feed them all the relevant content you can. The pay off will be the empowering of your personal brand and the resulting sale – when and only when the customers are ready for it. The good news is this method will yield a lot more closings than the more traditional approaches, in which you need to wrestle down the poor customer to the floor and drag her across the room by the hair to force the purchase of the latest edition of your Manual for Reluctant Customers.

For more on the same topic, please refer to my previous post:

https://jorgesette.wordpress.com/2014/05/02/salespeople-need-to-become-marketers/

Please let me know your thoughts about this article. Use the comments section for your reaction.

Au revoir

Jorge Sette

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Webinar: one of the most powerful tools to close a deal.


Webinars have been around for a while now, and, therefore, they’re not considered the sexiest media by marketers any longer. It comes as a surprise, though, that, among the social media available, they are demonstrably the one that brings in the most number of conversions and sales. Pretty sexy, in my opinion, huh?

Webinars are a social medium, because, just like Twitter, Facebook or Instagram, they boost the creation of a community and generate a lot of interaction between the participants. The sessions themselves have a limited length of time– 75 min is the usual – but, just like a live in-person event, they bring people together who can then sign up for your company’s website or Facebook fan page and become a member of a community just like any other.

Most webinars are done live, although, depending on the software or service you choose to use, the session can and should be recorded for later viewing, in case some of the participants cannot make it at a certain time of the day.

I remember the first time I ran a webinar – facilitating the presentation of famous authors of a publisher I used to work for – with the objective of educating the participants on the new methodology of the English language teaching material we were launching, and, as a consequence, selling the material to the school or teacher who might feel it fit their needs. Being the first time on my own, I was kind of nervous, but then I relaxed and started to have a good time myself. The speakers, at first, were a bit stiff themselves, but then they got in the mood (of course, we all had rehearsed and had been carefully trained many times before) and the session was as a huge success.

Customers watching a webinar

Customers watching a webinar

There are basically three phases to a webinar: the promotion, the session itself, and the follow-up. If all these phases are implemented properly and carefully, the event will go as smoothly as it should, otherwise the session will flop, and the conversion rates and sales results will be disappointing. After all, a webinar is like any other marketing tool for collecting leads and selling the product. Some webinars are so powerful that the conversion from prospect to lead to buyer occurs during the session itself, and the client either makes the purchase online after the webinar or requests the visit of a rep to complete the process. Let’s talk a little bit about each of the phases of a webinar:

The Promotion: creating the buzz

After deciding on the best webinar provider for your company and having had extensive training on it, organize your first event. This does not differ much from how you promote your live in-person conferences, except for, in your communication with the customers – be it online (email, banners, Facebook posts); print collateral/invites that your sales people will hand out to VIP clients; or even phone calls – make sure to reinforce the main advantage of the webinar: the customer will be attending a high-quality session and interacting with people from all over the world from the comfort of their own home or the desk chairs in their office. Many clients still resist the concept of webinars initially, as they will have never taken part in one. Even the reps, if not properly trained, can damage your effort by not explaining to the customer the value of attending a session under these ideal conditions. All the clients need is a computer with an Internet connection. Remember to send out invitations to the event a least 30 days before the session, and be prepared to send two or three reminders afterwards if you feel the registration is low. By the way, make the registration process very simple (ask only for their names and email addresses). You can add more details about them later.

The session and its different parts

When the great day arrives, make sure you, as the facilitator, and the speakers, who will probably be in different parts of the world, get together online at least 30 min before the session starts in order to run some technical tests of sound and image and make sure everything is in fine. There are always some customers who arrive early, either because they are excited, or because they themselves want to make sure they can get in easily. Greet these people warmly, explain them that the session will start in X min (remember they might be in very different time zones) and ask them questions such as how they found out about the session, where they are watching it from, are they alone or with other people, etc., to warm them up. The webinar provider usually has a forum section (or chat room) where the participants can chat with each other by entering their questions, answers and comments in writing. So expect a lot of interaction among them even before the session starts.

When the time is right, introduce the speakers, present the agenda of the webinar (it is a great help for the audience to know what is going to happen, so show a slide with bullet points telling them the plan). In the phase of the preparation for the webinar, ask the speakers if they would feel comfortable telling a story related to the content they will be presenting to open the session. We love stories and this is a great way to break the ice. Of course, the story ideally tells of a problem and its solution – which will be the product/service you are promoting. The speakers mustn’t make it too long, as some attendees will want them to jump straight into the content itself.

Then the speakers start the session per se. If the speakers decide to make it more interactive – which I strongly recommend – they should ask questions during the presentation and teach the audience how to react by using the different buttons available on the dashboard on their end of the interface of the webinar provider: they can say YES/NO, they can insert emoticons in the chat section applauding a point the speakers made, or laughing at one of their jokes. They can also make comments in the chat section. They love it.

When you finish the content part of the session, you or your speaker need to put on your sales hat, and smoothly, transition to a sales close. Ask if they liked what they heard so far, if they have any questions and whether they are ready to purchase it. This is called CLOSING in sales, and you need to do that, if you are using the webinar for business. Afterwards, set up a quick Q&A slot: 15 min max. They can ask questions about anything: the content of the session or the product/service itself. Some will buy on the spot, others will need more time to think about it. Fair enough. For those who need more time, you will establish the third phase of the webinar:

The Follow-up

Both live in-person events and webinars need to pull the prospects along the sales funnel leading them to make a purchase. After the even,  you will hopefully have many converts, but they need to actually take the action of buying your offer. This third phase is essential: your reps could schedule a demo at their office to continue the conversation; you could set up an email marketing campaign highlighting the benefits of the product and expanding on what was not said during the webinar; you can send them more info via an ebook or brochure. However, don’t lose track of the participants of the webinar. Make sure they join your community (website, blog, Facebook fan page, etc). Otherwise, you will be just wasting your time as a business person.

There is a lot of info about webinars on the web and many tips on how to conduct them. The more you read about these sessions, the more confident you will become to start producing them. They are very effective. Don’t miss on this opportunity to close deals.

Au revoir.

Jorge Sette.