Are You a Professional or Fantasy Social Seller? -

Are You a Professional or Fantasy Social Seller?

http://www.dreamstime.com/royalty-free-stock-image-business-man-american-football-helmet-hold-notebook-isolated-image35738426We just completed opening weekend of the NFL season. Professional football is one of the most popular sports in the world. Over the past few years, a related interest has arisen – Fantasy Football. Fantasy Football is based on individual player stats, not a team’s Won-Loss record. The difference provides some insights into how people approach Social Selling differently.

Professional Social Selling Fantasy Social Selling
Focused on winning new clients Focused on growing statistics like # of connections, views, likes,…
Played by professionals Played by wanna-be amateurs
Requires a commitment to regular training No commitment to training required
Has a playbook, often involving others Centers on individual decisions
Well versed in the fundamentals of the game Skips fundamentals to rush into the game
Values relationships over the long haul Anxious to acquire the “hot” people

So, what does it take to be a professional social seller and have a high rating inside the Social Selling Red Zone? Here are three tips:

  1. Read the Field – In social selling, this means reading what prospects post on LinkedIn, Twitter, Facebook, and other social sites. Find out their priorities, tendencies, and biases before determining your strategy. You’ll score points by showing that you’ve done your homework
  2. Vary Your Approach – Sometimes you might make a comment in a LinkedIn Group made up mostly of your prospects in order to gain their attention. Other times you might request an introduction to an ideal prospect from a common connection. The more you use various approaches, the more options you’ll have to win.
  3. Get Others to Buy In – People cannot score by themselves. Involve others in your cause by commenting on someone’s Update or posing a thought-provoking question of your own. Get the group moving toward your goal.

Share any ideas you have for scoring in the Social Selling Red Zone.

Kurt Shaver

Kurt Shaver is a co-founder and Chief Sales Officer of Vengreso. Kurt is an expert at getting sales teams to adopt new sales tools and techniques. Through a successful career in technology sales, Kurt learned what it takes to reach B2B decision makers. As a VP of Sales for a global software company, Kurt was the executive sponsor of a Salesforce.com rollout. That’s how he learned what it takes to get salespeople to adopt new tools and techniques. That knowledge led to him launch his own Salesforce consulting business in 2008. When LinkedIn went public in 2011, Kurt recognized that LinkedIn would be the next great sales technology and that it would require expert training. He pivoted his business and now has over 10,000 hours of experience training corporate sales teams like CenturyLink, Ericsson, and TelePacific Communications. Kurt is the creator of the Social Selling Boot Camp and is a member of the National Speakers Association. He frequently speaks at corporate sales meetings and conferences like Dreamforce, Sales 2.0, and LinkedIn’s Sales Connect.

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