As a sales professional in today’s selling environment, to ensure you can service ALL your customers properly, you will need to understand and use social media and technology. Let’s face it, everyone is on some type of social network nowadays. If not, then even those people tend to text, email, or use technology like smartphones. So ask yourself, has technology changed education and training that’s required for you to keep up with today’s modern customer?

More Than 75% Of People Use Google Search When Researching A Product 

Personally, I am making more and more sales via email, text, Facebook leads, website leads, etc. Our customers are researching more and more online now before pulling the trigger on a purchase. They are finding much of their information in their everyday news feed and talking with friends. For the most part, everyone nowadays has an email that they use daily. And almost everybody would rather you text than call. It’s a changing world we sell in. Have you ever called a prospect to follow up and had to leave a voicemail? Then, after you hang up you get on your cell and text the same prospect that just sent your call to voicemail, and they immediately respond to your text?  It’s funny how that works, isn’t it? Even if they don’t immediately respond, I have found the chances are excellent they will respond to you when it’s a text.

99.9% Of All Text Messages Get Opened

I think it’s an even better idea to send a personalized quick video text to your customers on follow-ups. This is sometimes the perfect way to follow up with certain prospects, the personal touch really makes the impact needed. You can also use video to make short or full-length demos of product and send in an email to a prospect comparing to a competitor, or upgrading from an older model. Being able to use Facebook to your advantage in sales is smart. Just make sure it doesn’t get you sucked in and you start wasting time on it or any other social platform. They can be a great place to connect with friends, family, and customers. It can also be a great place to get referrals and bump into prospective buyers. Social media just has to be used correctly.

Bottom line in sales is you need people’s attention, and social media helps you get it. For example, if you sell cars for a living then when people in your community, or even outside your community think about buying a vehicle, you want them to think of you first. Facebook is an excellent tool to use to get this attention. I promise you that most all of your customers are on Facebook. This means you can have potential access to MANY new leads, and referrals. If you treat your customers right and they know someone looking for your product, being available on social media is an easy and modern way get referred.

Create Advocates Through Social Media

The key I think is to genuinely want to build your personal brand, and help people first. No matter what you sell, if all you do is sell all the time then you will get tuned out by your audience until you have none. If you create a Facebook Page, or Google+ account and all you do is pitch product or service, and you never offer anything else of value, you will have a very boring social experience. You have to earn the right to sell. So, earn that right by offering good content and sprinkle in some social selling here and there.

You really have to have frequency with your social media campaign. Don’t worry about how often you post, just post and post often. Facebook only shows your posts to a small percentage of your friends and followers anyway. Besides, if someone stops following you because you post too much, they probably weren’t going to connect with you or buy from you anyway. If you are offering valuable content than you should post often! Some of the best minds on this, like Gary Vaynerchuk, have been known to recommend 7-25 social media posts A DAY on some outlets. It takes effort but it will pay off in the end.

Take Your Demo Online And Available 24/7

As I briefly mentioned, if you have products that you demo to customers, like automobiles, for instance, YouTube is a great social media outlet to use. Keep in mind these social media platforms are all FREE to use. These are free resources that are just waiting for you to use them. Do a walk around/demo video for your product/s and film them. Make it professional, and make it your best demonstration hitting all the key points and really giving the viewer the information needed. Then, these videos can be uploaded to YouTube where a link is generated for you. You can then use these links in emails, text messages, Facebook campaign, etc.

Let’s say a new model comes out for a product you sell. You have 200 customers in your database that have already purchased from you using the old model now. Now some of them will be too early in the ownership phase to get the new model, but some would consider an upgrade for sure. You send ALL of these people the video you created on the new model. How personal, how professional, how different than your competitors. Keep in mind, some of those competitors may be in the cubicle next to you. You need to use technology in today’s selling climate. One video can be used to easily market to 200 people. For Free. Get it?

In The End, It’s Up To You To Take Action.

These tips are just a couple of the things you can do to elevate your sales performance using social media platforms and technology. If you are not comfortable with technology, you need to get over it! In today’s world, it is a must in order to keep up. Customer Relations Management (CRM) systems are getting more and more in-depth and advanced. If you are unsure in this area my advice is to take a course, find someone who can teach you, watch videos on YouTube, take the initiative to learn! Every year that passes, technology gets better and better. The social media scene gets bigger and bigger as more people gain internet access. As of the most recent report, over 3 BILLION people have internet access. That’s about half of the world population. Our Smartphones are getting even smarter, and ways to communicate with our customers keeps evolving. So, has technology changed education requirements for salespeople?

Wrapping it all up!

Learn about and utilize these tools and technologies to reach your full potential in your sales career. If you’re not using them then you’re not going to be able to keep up with the growth of the industry as a whole. And remember, if you’re not growing, you’re dying. Keep yourself in the game, and check out this article I wrote that can help get you started.

Did you like this blog? Are you new to sales? I want to connect with you!

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6 Comments

jessie palaypay · February 20, 2017 at 12:20 am

Thank you for the content. I’m still learning more about the social media game as far as promoting business is concerned. You say that most social media outlets only show your posts to a small group of people anyway, does that mean its pointless to build a large following? I have 2 websites and one of them is where I have a blog about starting and giving ideas about businesses they can start now, as well as a recommended entrepreneur self help “book of the month”. My goal is to build a following of hundreds of thousands if not millions.

Thank you for your advice

Jessie

    Scott · February 20, 2017 at 7:57 pm

    Thank you for reading, Jessie! No, it’s not pointless at all. The point I wanted to make there is not to worry about putting “too much” content out there. A lot of people worry that if they post consistently to grab people’s attention that you’re going to lose followers. I believe it’s the other way around. You need attention. You have an awesome goal of grabbing the attention of possibly millions of people someday. You need to break through and be heard. The only way to do that in today’s fast paced, here today gone tomorrow world is post often. Just be sure you are bringing value and quality with your content. People will want to support you when they know your coming from a place of helping first. But you need attention first!!

    Hope that clears it up. Check back often!

Vlad · February 15, 2017 at 9:18 am

From my experience, most people online are absolutely horrible at selling.
Sure, the world changed, but the raw, core skill is missing in most of them.

Among all of these marketers, only a very small percentage actually knows what they are doing, so even if you have a small, concrete base of knowledge than you are above 98% of your competition.

Cheers, Vlad!

    Scott · February 16, 2017 at 8:45 am

    Thank you for the feedback, Vlad. So very true! So many people concentrate on selling instead of helping. This is magnified online. When you can learn how to help more than sell, you’ll sell more than anyone!

Gary · February 6, 2017 at 9:23 pm

As a copywriter, I’m like a sale person on paper. It’s different than face to face selling. I’ve tried that and wasn’t very good, but the experience did improve my ad copy.

I grew up in the 50s and 60s. It was like a different planet before the internet came into our homes. Now, reputation is everything and bad news about a sales person will travel at the speed of light, which forces integrity into the picture.

    Scott · February 7, 2017 at 6:52 am

    Thank you for the comment, Gary!

    Couldn’t agree more… with today’s connected world it’s more important than ever before to maintain the highest levels of integrity in order to win customers.

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