登录查看更多内容

What are the most common mistakes or challenges that salespeople face when social selling?

由人工智能和领英社区提供技术支持

Social selling is the process of using social media platforms to build relationships, generate leads, and close deals. It can be a powerful way to reach and engage your prospects, but it also requires some skills and strategies to avoid common pitfalls. In this article, we'll explore six of the most common mistakes or challenges that salespeople face when social selling, and how to overcome them.

此文章中的业界达人

由社区从 7 条内容中精选。了解更多

1 Lack of clarity

One of the first challenges that salespeople face when social selling is defining their goals and metrics. Without a clear vision of what you want to achieve, how you will measure it, and how you will adjust your actions accordingly, you will waste time and resources on ineffective activities. To avoid this, you need to align your social selling goals with your overall sales objectives, and use tools like the Social Selling Index (SSI) to track your performance and progress. The SSI is a score that measures how well you establish your personal brand, find the right people, engage with insights, and build relationships on LinkedIn.

添加您的观点

Aaron Barreiro

Eliminating Gaps in Revenue Strategy for 7-Figure Brands Wanting to Become 8-Figure Brands | Sales and GTM Operations Leader | Selling is Serving
举报内容
It's important to demystify social selling. Instead of thinking of it as a brand-new way to sell, you should consider another one of your outbound channels. With that in mind, finding clarity becomes easy. If you need to book 8 meetings a month, make it a goal to book 2 of those meetings through social selling.

已翻译

赞

2 Poor profile

Another common mistake that salespeople make when social selling is neglecting their online presence and reputation. Your profile is your digital business card, and it should showcase your value proposition, credibility, and personality. A poor profile can undermine your trust and authority, and turn off potential buyers. To avoid this, you need to optimize your profile for your target audience, using keywords, images, headlines, summaries, recommendations, and content that highlight your expertise, achievements, and solutions.

添加您的观点

Aaron Barreiro

Eliminating Gaps in Revenue Strategy for 7-Figure Brands Wanting to Become 8-Figure Brands | Sales and GTM Operations Leader | Selling is Serving
举报内容
It's easy to make basic changes to your profile. Shift your mindset, and think of you as a part business owner for the company you sell for. You'll realize that your profile is a critical part of your sales funnel. Lean into your company's brand and tie in your voice and perspective with it.

已翻译

赞

加载更多内容

3 Spammy outreach

A third challenge that salespeople face when social selling is finding the right balance between quantity and quality of outreach. While it may be tempting to send mass messages or requests to anyone who fits your criteria, this can backfire and damage your reputation. Spammy outreach can annoy and alienate your prospects, and reduce your response and conversion rates. To avoid this, you need to research and segment your prospects, and personalize your messages and requests based on their needs, interests, and pain points. You also need to follow the rules and etiquette of each platform, and respect your prospects' preferences and boundaries.

添加您的观点

Sandy Cerami

ACADEMY365: THE BUSINESS COMMUNITY FOR REAL, ACTUAL PEOPLE ∥ Sales, Biz Dev & Leadership Expert ∥ Creator of The 3STEP SELLING & 7PILLARS Platforms ∥ Host: Icons, Innovators & Inspirations ∥ Former GM Dealer
举报内容
Nobody wants to be pitched...Whether we are talking B2C or B2B, the reality is that if you are pitching out of the gate, you look and sound like every other desperate salesperson in the marketplace angling for business. A far more effective approach is to solicit market feedback, their opinion on a relevant topic or research their business to see what they do better than the competition and ask them how they have solved that challenge. This allows them to get comfortable sharing information with you about a topic they are well-versed in sharing. It demonstrates respect, and when we earn their trust and compound it with that the respect, a relationship is born. That is the predicate for long-term mutual benefit, not a sales pitch.

已翻译

赞

4 Lack of value

A fourth mistake that salespeople make when social selling is focusing too much on themselves and their products, and not enough on their prospects and their problems. Social selling is not about pitching or selling, but about educating and helping. If you fail to provide value and relevance to your prospects, you will lose their attention and trust. To avoid this, you need to share useful and insightful content that addresses your prospects' challenges, questions, and goals. You also need to engage with your prospects' content, and offer feedback, advice, or referrals that can help them.

添加您的观点

Sandy Cerami

ACADEMY365: THE BUSINESS COMMUNITY FOR REAL, ACTUAL PEOPLE ∥ Sales, Biz Dev & Leadership Expert ∥ Creator of The 3STEP SELLING & 7PILLARS Platforms ∥ Host: Icons, Innovators & Inspirations ∥ Former GM Dealer
举报内容
It is of little value to focus social on us or our product, years of experience, #1 in the market, the biggest this, highest that. I believe in superlative description, as long as it is legit, but using this technique too early feels pitchy. Deliver real value in areas like thought-leadership, process hacks or small measures that solve an industry problem can have massive impact on a prospect or their business and create an opportunity to connect. Share assets...white papers, statistical analysis or podcast interviews that are relevant can all be incredibly valuable. Demonstrate value without pitching. Connect and then stay connected. The opportunity to engage in a transaction will occur without having to force it.

已翻译

赞

5 Lack of consistency

A fifth challenge that salespeople face when social selling is maintaining a consistent and authentic presence and voice. Social selling is not a one-time or sporadic activity, but a long-term and ongoing process. If you disappear or change your tone or message, you will lose your credibility and rapport. To avoid this, you need to plan and schedule your social selling activities, and stick to them. You also need to be yourself, and communicate with your prospects in a natural and genuine way that reflects your personality and values.

添加您的观点

Aaron Barreiro

Eliminating Gaps in Revenue Strategy for 7-Figure Brands Wanting to Become 8-Figure Brands | Sales and GTM Operations Leader | Selling is Serving
举报内容
Don't start social selling by being someone you're not. This is a long-term strategy and maintaining a false persona is bad for everyone. You also need a strategy: - Pick a posting schedule: Every weekday, three times a week, once a week. Whatever it is, stick to it. - Create content around a theme and multiple topics. For each topic assign a day and keep it simple. - Engage with others. If you're not being social, it's not social selling.

已翻译

赞

6 Lack of follow-up

A sixth and final mistake that salespeople make when social selling is failing to follow up and nurture their relationships. Social selling is not a substitute for traditional sales methods, but a complement to them. If you don't move your prospects from online to offline, from social media to phone or email, from awareness to action, you will miss out on opportunities and revenue. To avoid this, you need to monitor and measure your social selling results, and identify the right moments and methods to follow up and move your prospects along the sales funnel. You also need to continue to provide value and support to your prospects until they are ready to buy.

添加您的观点

Aaron Barreiro

Eliminating Gaps in Revenue Strategy for 7-Figure Brands Wanting to Become 8-Figure Brands | Sales and GTM Operations Leader | Selling is Serving
举报内容
The lack of follow-up ruins so many deals. It's simple, keep touching back with your prospect even if it feels uncomfortable.

已翻译

赞

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

添加您的观点

Sales Trainings

+ 关注

给文章评分

我们借助人工智能创建了此文章。您认为这篇文章怎么样？

很棒不太好

举报此文章

查看全部

What are the most common mistakes or challenges that salespeople face when social selling?

1

2

3

4

5

6

7

1 Lack of clarity

2 Poor profile

3 Spammy outreach

4 Lack of value

5 Lack of consistency

6 Lack of follow-up

7 Here’s what else to consider

Sales Trainings

给文章评分

感谢您的反馈

更多Sales Trainings相关文章

更多相关阅读内容