The Ultimate Cheat Sheet on Social Selling
Have you ever searched on twitter for leads? Are you following your competitor’s salesman on Linkedin? Are you listening to what your customers are talking about online? If you are not, then you’re missing out on opportunities to find new customers. And doesn’t every salesman want new customers? So here’s my ultimate cheat sheet on Social Selling. 5 tips on how to be more successful in selling by using some cool social media tools.
Your Online Profile
Have you ever searched for yourself on Google? Does the result reflect how you want to be seen? Following an EU ruling earlier this year you can now ask Google to remove links that haunt you from the past. Fill in this form and Google will evaluate the link and remove it for you if approved. Then make sure your Linkedin profile is top notch and complete. Remember that nowadays your customers and prospects will check you out on Google and Linkedin so you better make sure your profile is up to date. I’m sure your competitor’s profile will be up to date.
If you are happy with your Linkedin profile, use a tool like vizualize.me to turn your Linkedin profile into an infographic. A cool way to differentiate yourself. The link to your infographic will be permanent so you can add this link to your email signature or your proposal.
The next tool in your social selling toolkit helps you to listen online for leads. Twitter is the place to be. You don’t need to be on twitter to tweet. As a salesman, being on twitter to listen will be enough. When people look for a solution to their problem they will ask on twitter. So you need to search on twitter for people who ask anything that can look like a lead:
- Ask for your product like yours
- Talk about a problem they are having with a product like yours
- Ask for advise on a product like yours
- Complain about your competitor’s product
The secret about listening online is to add a question mark to your search string. That will increase the chance that you find a lead. People who look for answers will ask questions. Twitter Advanced Search will allow you to search by words, location, hashtag, user and by question mark.
A vital tool to optimise your sales efforts is Social Search. Searching on networks like Linkedin and Google+ allows you to develop your target list, analyse the decision-making unit of your prospect and identify the connections you may have in common. The two best places to analyse your prospects and customers are Linkedin and Google+. Make sure in Linkedin you use the Advanced Search. In the free version of Linkedin you cannot search by job title but you can still add the job title in the keywords field. Also remember that when you search for somebody in a specific company, make sure you pick “current” in the company field. You can now save contacts (even though you are not connected with them) in Linkedin and add tags. This allows you to use Linkedin as a mini CRM system.
Analysing your customers and prospects
Once you’ve found a prospect or lead on social media you need to quickly analyse them. What is their online reputation, where else can you find them online, do they have a blog etc. So here’s my last online sales tools of this blog post. Riffle. Riffle is a simple Chrome extension for twitter that lets you analyse a twitter account. It will give you details about his/her twitter history but also details of where else you can find that person on the web. A really powerful tool to widen your online search.
Adding these tools to your sales tool kit will help you become more successful. You will work smarter, faster and most of all, you will use the social web to find new business. And which salesman wouldn’t be interested in this? Now over to you…. Do you have any killer social selling tools you found online? Or do you have any leads you found by listening online? Share your stories in the comment section so we can all learn from them.