Why One-to-one Selling is Making a Comeback on Social MediaPosted on 17 Jun
A successful sales model is one that can evolve to meet the needs of the customers it strives to acquire. This might sound too simple when you consider the challenges in reaching customers in an age where technology puts everyone behind a device. Bringing back one to one selling might seem like a daunting task, but remember – you don’t always have to reinvent the wheel, sometimes you just need to turn it in a different direction.
One to one sales models have a long history of being effective in driving profits for companies across a variety of industries. One to one sales includes cold calling prospective clients, sales meetings and client pitches. The challenge with this model is that customers are busier and more informed than ever. But that doesn’t mean that the one to one sales model is dead. It just means it’s shifted to the digital landscape.
The internet and rapid growth and popularity of social media has not only given your customers more information and more opportunity to shop around, but it’s also given you a direct line to purchase ready or purchase intended customers.
According to the Social Media and Sales Quota report as cited by Forbes, 50 per cent of sales people surveyed spend between five to 10 per cent of their time using social media for sales. These sales people exceed quota 23 per cent more often than non-social media users.
The bottom line is that one to one sales is making a comeback and those who recognize the rebirth of this model and embrace it using social media are more successful than their counterparts who have left it behind.
One to one selling using social media gives brands an opportunity to connect personally and intentionally with customers. Sales via social media can improve networking, prospecting, research, referral building, and closing.
Here are five tips to keep in mind when you approach one to one selling on social media:
Join a community and let people get to know you: Spark conversation on blogs, forums, and LinkedIn groups. You can always make your own group and encourage your customers to talk about your product. Switch things up, you’re not going to get leads by participating in groups that focus only on your specific product. Make a point to share information that’s relevant to your industry but not always just about you. The more you share and the more you engage people who share your interests, the more likely that you’ll be seen as the expert and become a credible source for information and products.
Go where your customers are: If your leads are mostly on Twitter, you should be too! Make sure you’re connecting with customers on the platforms that make sense to them.
Be personal: Connect with people on an individual level and personalize your interactions with them.
Build a relationship: Now that you have connected, work on building that relationship. Give value by offering relevant information, personal invitations to events or to test your product.
Engage: Converse with people in your network in meaningful ways to build a bigger social network. If you connect with someone who can offer another valuable connection, ask for an introduction and seek referrals.
The one to one sales model hasn’t really changed, it simply moved online. It’s now up to you to use these tips to keep one to one sales alive and deliver it using social media.