5 excuses not to use social selling debunked!

We all know salespeople are very creative when it comes to finding excuses not to use LinkedIn for social selling. And yet, they can be easily debunked.

“I have no time”

Sales people have lots of excuses when it comes not to use social selling with “I have no time” being the biggest of the all. 

Social Selling (and recruitment) is all about creating and maintaining a good routine that does not need to take long. So here it is:

?? Expand your network by inviting or accepting invitation ONE invitation per day

?? Time needed: 2 min./session -> Use your mobile phone during the day!

?? Keep your network warm using the Notifications (Birthday, New Job, Work anniversary)

?? Time needed: 2 min./session -> Use your mobile phone during the day and if possible personalize the message!

?? Keep your network warm using the Engagement on Status Updates (Like or even better comment on posts from you network or company page)

?? Time needed: 2 min./session -> Use your mobile phone during the day

?? Create visibility for yourself (personal branding) by doing a Status Update

?? Time needed: 2 min./session -> Use your mobile phone during the day!

Here are some great moments during the day you could undertake the above actions:

?? While you wait for your client to show up for the meeting (2 to 5 min!)

?? While you are waiting for lunch to be served (10 min.!)

?? While you drink a coffee and are just browsing the internet (5 min.!)

Let’s be honest, finding that time is very easy. So stop using this excuse!

“I’m working on other things”

Therapists tell me that the pathological business aka “I am working on other things” is symptomatic of underlying issues that need to be addressed – avoidant behavior! 

Really, is that the excuse you can think of?

We all know that in sales we go through dry periods. We never see them coming and when they are there, they hurt us badly.

Carve out at least 15 minutes every day (see previous excuse) to build your future pipeline (for when you are not working on other things). Keep in mind that these 15 min. will inspire you to look at your business with a new perspective!

Create a daily routine to reach out to new people, get visibility and keep your network close

“I have enough prospects”

If the previous excuse fails to convince the boss, your next excuse is this?

You need a healthy pipeline of prospects. It may sound obvious, but if you focus all your activities on closing deals in the later stages, without filling the prospect list, you might be left high and dry once those deals have closed or not fallen through.

Continue to create new prospects so you do not end up without a pipeline.

Secondly, keep your current prospects warm and moving through the “sales/buying” cycle. LinkedIn and #socialselling are your best friends through this process. Engage your prospects through both digital and real world channels!

“My prospects are not on social media”

This one really hurts….

I can’t believe people still use these excuses. Your prospects are on social media but you are too lazy to really look. Let me give you a few ideas on where you can find some clues on social media:

?? Your prospect has a website full of content

??You customer might have news/newsletter/ etc. on their website

?? Your prospect might have company pages on Facebook, LinkedIn, Twitter and more

?? People in the prospect organization will have personal profiles on LinkedIn, Facebook, Twitter, etc.

?? Have you checked YouTube or Vimeo for video’s about your clients

?? Have you checked Slideshare for presentations about or by your Prospects

?? Subscribe to your prospect’s newsletter

If all else fails, there is still the print or media world to get clues about your customer.

Are you the ONE salesperson that is totally disinterested and disinformed about his/her prospects?

“I have no idea what to share or talk about”

And I always thought that salespeople love to talk about their products, themselves, and just things in general. I guess they don’t make them like that anymore.

Let’s be honest, there is so much content available for sharing. Just think about the blogs or papers you read, the posts you see on your social media, and in general the internet.

If and when you are in sales, clients and prospects ask you questions that you know the answer to. Remember other clients might be interested in this answer, so why not share in a post.

What is stopping you?

Conclusion

If you are going to convince me that you will not use social media to expand your prospecting you not only need more convincing excuses. Remember if you do not embrace social media, you will become an extinct dinosaur in less than 2 years who will find no more work!

So bring on those excuses!