How many times have you walked into a meeting with a prospective client and they knew exactly what you were going to present to them; had an in-depth understanding of the areas in which you specialise; and identified with the problem you are going to help them overcome?
Influencing your audience in the build up to a meeting delivers expectation and positions the expertise of you, your team, and your product/service.
Social selling, whilst not exclusively for sales people, can be an effective mechanism for establishing credibility and growing your business relationships. Regularly sharing relevant insights, knowledge-led content, and industry updates online and across your social networks work in the following areas for any client-facing professional:
1. To build your personal brand.
2. Demonstrate your position as the 'go-to' person in your field.
3. Convey credibility.
4. Engage with existing as well as prospective clients.
Ultimately, reducing the burden during the discovery phase for a potential client in helping them identify that your solution is best-placed for their requirements.
Social selling is the art of using social networks to find, connect with, understand, and nurture sales prospects. It’s the modern way to develop meaningful relationships with potential customers that keep you—and your brand—front of mind, so you’re the natural first point of contact when a prospect is ready to buy.