HoHoww Soci SociHoHoww Soci Sociaal Selling Hasl Selling Hasaal Selling Hasl Selling Has TTrarann sforsforTTrarannmmsforsforeedd mmSSalealeeedd ssSSalealess WhenWhen in do inub dt,o oubbsterve, obs yoerveur yobuyersur buyers. Take. nTaoteke nofote wh ofat wh theyat’ theyre sh’arerin shg aring on sociona socil chaaln chnelsan andnels sandubs crisubbescri tob ethe to putheb lipucationsblications they ’theyre re’adre ingread. ing . ReadR eaadnd acnudra tecu rtheate ctheon tecnotn tethey’rent they’re intereste interested in,d thenin, thendive diniveto int o the conversthe conversationa. tion. Does this mean salespeople have to or should be blogging?Does this mean salespeople have to or should be blogging? In shortIn short, no. Most, no. Most sales peoplesalespeople aren ’at rewritern’t writers, ands, thanadt’ sth okata’sy .ok Butay .yo Butu you don’t hdoanve to’t have to be a bwore a dsmworith to go outdsmith to go out and c aunrdate cu OPCrate. OPC. HoweveHowr, eveif yor, u’if reyo inu’creline indcline to db logto borlog cre ora tecre otherate other origi naorigil cnaonltent con, tent, absolutelyabsolutely go for go it .for Sand it. Serand Biehern B iehof AnT &ofT AwTon&T wa $4on7 a m $4illio7 mn illiodeanl thdeanal kths anks in pairtn topa hirt sto b logginghis blogging efforts efforts. If writing. If writing is a p isas as ionpas, smaionk,e ma it pkea rtit ofpa yourt ofr your social social selling strselling strategya.tegy. I’m reading and sharing. Now what?I’m reading and sharing. Now what? FindingFind anding shandaring sha cringonte cnontet aren ti mareport imaportnt satepsnt s tepsin co innn ceocnntingec wtingith with your yobuyerur b uyerthrough through content content, but , therbut ether’s aneother’s another key ckoeym poconmentpo nthentat that often goes overlooked: engaging. often goes overlooked: engaging. It’s great to share a thought leader’s article on Twitter, but how about It’s great to share a thought leader’s article on Twitter, but how about retweeting others’ curated content or liking a post on LinkedIn or retweeting others’ curated content or liking a post on LinkedIn or Facebook? It’s fantastic to blog on the LinkedIn platform, but what about Facebook? It’s fantastic to blog on the LinkedIn platform, but what about commenting on someone else’s blog? Don’t forget to get involved in the commenting on someone else’s blog? Don’t forget to get involved in the conversation and help others promote their work. conversation and help others promote their work. If you start by emulating your buyers and curating and sharing the con - If you start by emulating your buyers and curating and sharing the con - tent they’re interested in, it won’t be long before others start to emulate tent they’re interested in, it won’t be long before others start to emulate you. At that point, you’re already well on your way to trusted advisor you. At that point, you’re already well on your way to trusted advisor status an status and #SocialSelling success. d #SocialSelling success. 4. Social listening for leads 4. Social listening for leads Interruptive sales strategies suck Interruptive sales strategies suck. No one wants to get your generic, . No one wants to get your generic, unsolicited email or phone call. If only there were a way to gauge interest unsolicited email or phone call. If only there were a way to gauge interest in your product or service in advance of your first contact. in your product or service in advance of your first contact. Wish no more. There is, and it’s called social listening. Wish no more. There is, and it’s called social listening. Social networks are a veritable gold mine for salespeople. Your buyers Social networks are a veritable gold mine for salespeople. Your buyers are taking to social spaces to talk about their interests, pain points, are taking to social spaces to talk about their interests, pain points, 9595 9595