Here’s your social selling tip of the day for February 8, 2017. I’m Greg Hyer of Linking into Sales.
In episode 084 of the Social Selling Podcast, Martin Brossman, Elyse Archer and I discussed what the components of a social selling routine are and why they are important to your success in sales.
There are a number of activities in social selling that can be categorized by frequency. For example, if you have been actively prospecting on LinkedIn you should check your notifications twice a day. Also, if you published a long form post on LinkedIn you want to reply to comments immediately and then follow up with your commenters directly in a day or so. While this is a specific example, there’s much more to consider when it comes to your social selling routine.
There are three things you must have in order to make routine work.
- Both the Management and the Sales teams must agree on the routine. Without buy-in from both sides of the aisle routine becomes every difficult to manage and can get in the way of achieving your goals and objectives.
- Routines must be measured. If something is working, you need to understand why. If something isn’t, you should have data that proves there’s a need for a change.
- Management and Sales need to be non judgemental during the 1-on-1 so that both can begin to understand the “How” of the behavior instead of focusing on the “Why.” The recovery from errors and mistakes occur faster when done this way.
Are you documenting your routine activities and measuring their performance? Create a spreadsheet and create columns for immediate, hourly, daily, weekly, monthly, quarterly, semi-annual and annual. Then, create a row for each routine tactic you use. When you use one, document what happened and what came out of it. Do this for 30 days and review. Begin to compare each 30 days to begin to see how your social selling behavior is performing. Make adjustments as you see fit.
If you feel you need additional training on creating a social selling routine then visit SocialSelling.training and take our Establishing a Social Selling Routine online course.
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.
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This is Greg Hyer. Let’s Start Linking into Sales!