Everyone in business wonders why sales can be so complex. A simpler and more-straight forward solution is almost always sought. In fact, the new buzz words are “sales enablement”.
The term, sales enablement, can mean so many different things. For example, open communication among departments will significantly contribute to sales enablement. When marketing, sales and technology departments take the time to strategize the better solutions, the results are far greater than when each works independently. On another level, CRM software and technology applied to the sales process are other forms of sales enablement.
Last but not least, the communication style of the sales representatives and entrepreneurs will make or break lasting relationships with clientele. Yet, the formal style of sales is very “me” oriented in terms of the sales representative achieving the set quota. Each is made to feel as if the company’s survival is dependent upon them. To some degree this is true.
The new world of social selling is almost entirely different. Therefore, social selling gives sales enablement an entirely different lens. It is one of collaboration. Instead of asking for a meeting to potentially sell something, entrepreneurs will ask to meet in order to find ways of helping one another.
Likewise, the more strategic users of social media platforms will scan their home page notifications to find meaningful messages to share with their own followings. It is the voluntary sharing of information that becomes the differentiator for those who succeed online.
The fountain of opportunity resides in reciprocity.
Traditional sales shows no mercy to those willing to help others. The sad fact is, those who are of help to other salespeople are usually stepped over. It becomes difficult to trust peers as everyone is competing for the same year-end awards.
On the opposite side, entrepreneurs find that branding and marketing one’s personal brand is a requirement. We are now in a new era whereby providing our best insights is our best sales tool. The activity attracts people to our work.
The complementary success trait is to voluntarily share the insights of others. Doing so demonstrates generosity and a commitment to our communities. Accordingly, this evokes increased trust. Once confidence and trust are established, increased offers of collaboration as well as sales are offered seemingly on a silver platter.
Are you able to say with confidence that you generously reciprocate and possibly initiate giving, too? Answer the following three questions:
- Do you consistently retweet those who tweet you?
- Are you scanning the home page of major sites to see whose information you might share?
- Do you comment on advice that you particularly enjoy?
Twitter is quick and easy, making it the best platform to begin a new routine of reciprocity. Upon finding people of interest there, seek them out on LinkedIn. Review their profile and then send a meaningful but short message asking to connect. This is the essence of effective social selling, and it is how new friendships are developed and previously unforeseen opportunities are born.
- Discover where keen interest lies within your subject matter
- Deliver the best insight you have
- Thank people for following you
- Thank followers for reposting your work
- Demonstrate appreciation by reposting the work of your connections without having to be asked
- Create a group of like minded individuals whereby you share special events for one another
- Accept invitations to connect once the match is qualified
- Thank people for their invitation to connect
- Offer introductions
- Become the leader online seen as helping others
Following these guidelines will lead you to the Smooth Sale!