B2B Social Selling Pillars & 5 Actions We Miss.

Hello,

As B2B marketers and sellers, are on social media.

We are into social selling and social buying, willy nilly.

Most of us are active social sellers, but miss out on catering to the needs, wants and desires of our potential social buyers.

We miss out on being more productive when we miss out on the deliberate actions of social selling.

Let me enumerate them for you.

While what I am enumerating are contextual for B2B social selling, they are as apt for B2C social selling too.

1. We LISTEN, but don't learn.

We learn who are the decision makers, but do not leverage our shared contacts for referrals and introductions. Instead, we deliberately get into cold calling or cold emailing, which is the most wasteful part of the traditional sales process.

2. We research, but don't relate.

The social buyers are expressing their aspirations and their needs through social media. For B2B Social Sales Person, this is manna from heaven and we research this all the time.

But we miss our shared interests or relationships to have warm introductions.

We don't use these insights to relate and to emphasize enough.

We don't build a relationship through valuable exchange of relevant, contextual and compelling (RCC) information.

3. We engage, but we don't impress.

We put a ton of our TIST (time, intellect, sweat and tears) to generate leads. But miss out on connecting with them and impressing them on social media.

We do a lot of 'Follow up' calls, but do not keep tabs on prospective buyer's social profiles to be informed and to be aware of trigger events, without bothering them.

4. We Collaborate, but don't go for the close.

We collaborate with our internal team to research our prospects. But we don't collaborate with the social buyer, our prospect.

We miss using the social tools to strengthen the relationship with the customers and go for the close of the sales.

Again, we don't 'CLOSE" with our social buyer to build referrals and to discover cross-selling and up-selling opportunities.

5. We < >, but we miss < >. (What is the Action you want to mention here?)

What is that we do, but we miss out doing with respect to Social Selling?

Please share your insights in the comments below, Captain!

As B2B Social Sales Persons, we don’t have to make a decision to adopt social media in our sales process, because our prospects and customers have already made that earnest adoption for us.

And let's not miss these 5 actions (that includes the specific actions mentioned in the comments) to make our social selling efforts contribute to our customer renewal rate and customer referral rate.

So, my question to all of us is -

1. What task can we complete today, with this new learning?
2. How will we apply what we have learned today?

Remember, any knowledge that we APPLY to better ourself, or our immediate endeavors is the true test of that knowledge. Any knowledge that we are not using or applying to get to our 'higher self', is a waste of our TIST (time, intellect, sweat and tears).

So, let's get to our 'higher self', Captain!