Here’s your social selling tip of the day for February 6, 2017. I’m Greg Hyer of Linking into Sales.
No matter if it’s Game 7 of the World Series or in overtime at the Super Bowl, when it comes to sales, persistence pays off. If you watched Super Bowl 51, you know what I’m talking about. No matter how you feel about the New England Patriots, you have to respect the fact that they didn’t give up. They kept playing and performing in a way that overcame their opponent one play at a time.
Did you know that most sales reps give up after two attempts to reach a prospect? Based on a report from InsideSales.com, sales organizations that have a minimum “make contact” attempts of six are are able to make contact 50% of the time. But those organizations that attempt to make contact 9 – 12 times over a two week period have a 90% lead contact rate. Unfortunately, that number continues to rise.
Social Selling may be able to help reduce the number of contact attempts. The sales pros that use social media networks like LinkedIn, Twitter, Instagram and Facebook to research their prospect and find a meaningful way to start a conversations will make contact sooner. This doesn’t mean you can call a prospect and say, “I saw you had a fun weekend with your kids” before the prospect had a chance to get to know you. That’s just creepy! Instead, you can use the information you gather about your prospect to inform your conversation by understanding what is important to your prospect.
That does it for this social selling tip of the day. In addition to this daily tip, check out the Social Selling Podcast by Linking into Sales on iTunes, Google Play Music, Stitcher, YouTube and Tunein. You can even ask Alexa to play the Social Selling Podcast by Linking into Sales.
Be sure to check your flash briefing on your Amazon Echo before you leave for work so you get your next social selling tip of the day.
This is Greg Hyer. Let’s Start Linking into Sales!