Serious golfers know you must play more than once a week if you want to play well. In addition, you need to spend a lot of time at the driving range and putting green honing your swing and perfecting your touch to excel at the sport. If you only play golf once in a great while, you will hardly ever see major improvement. The same can be said of social selling.
For this post, I have asked my good friend, Rob Nolte of EveryoneSocial, to share five key things he feels are most effective in creating your Social Selling Personal Brand to become a strong player:
- Make more deposits than withdrawals. Being an effective social seller starts with a commitment to the belief that relationships can be created and nurtured online. Assuming you believe that, the next step is to commit yourself to always providing value to the prospects and other contacts you’re engaging on social networks. Don’t be fooled: everyone knows what a salesperson looks like on social media. Don’t be that person. You want your network to see you as a trusted and authoritative resource, not someone who is trying to push things on them.
- Put your best foot forward. You wouldn’t show up to an important client meeting wearing shorts and sandals. Well, having a neglected Twitter or LinkedIn profile is the equivalent. Your clients, prospects and co-workers are searching you out and it’s important you put your best foot forward; the goal is to be seen as a trusted source. Have a professional headshot taken, get some help writing your bio.
- Be yourself. No one is all business all the time. We have families, favorite sports teams, hobbies, we go on vacations, etc. Effective social sellers share a bit of their personal lives to give their networks a sense of who they are as a person. As the adage goes: we buy from people we know, we like and we trust. While you may connect with a prospect on social because of a business need, there’s an equally good chance you’ll connect with them because of a common interest or experience. However there’s little chance of that happening if you’re not sharing those personal updates from time to time.
- Make sure you can be found. If you’re really committed to social selling, you need to include your social profile URLs in your email signature. Chances are you’re still sending a lot of emails, so provide your recipients with one-click links to your main social profiles. Doing so tells your contacts that you take social seriously (which they will see as a positive thing) and will help you expand your network.
- Always be connecting. Have a call with someone? Have a meeting? Chat with someone on a plane? Meet someone at a conference? Connect with them on social. While sending invitations to connect with people who you haven’t met isn’t a good idea, connecting with everyone you have You don’t need a serious reason. You could have a 30 second conversation with someone, long enough to get their name; that’s enough to connect with them on LinkedIn or any other network.
Thanks to Rob from EveryoneSocial for sharing his social selling best-practices. We are big believers in the power of social interaction at Miller Heiman Group, and we think you should get online, get engaged and be your authentic self. You can learn more about our social selling insights by tuning into this blog regularly.