Find your prospects behind their wall
Your prospects are almost completely walled off from you.
Okay, that’s not entirely true. But for all practical purposes, it may as well be. Your prospects are busy with a million things and they are definitely not waiting around for a mass email message from your marketing department or a cold call from you.
Reaching prospects that way is about as easy as winning the Powerball – only with worse odds.
Here’s a statistic from the Harvard Business Review to back that up. 90% of decision makers never reply to a cold call. They’ve walled themselves off with caller ID, spam filters, voicemail and something else they’re going to invent next Thursday.
Here’s the biggest shocker – they’ve got the Internet!
For many buyers, there is a belief that a Google search can do the same job as a sales person. They’ll find your products on the web but without the breathless hard pitch.
Here’s the thing. They’re right and you know it. We all do this as buyers in the consumer world and we know that the B2B buyers are doing the same thing when it comes to your business products and services.
In fact, 75% of B2B buyers use social to research their vendors according to a study by IDC.
This is why you and your sales team need to make social selling a priority. It’s not only a great way for connecting with people, it’s also a great way to help them do their research. How? By sharing content over the social network, sales people increase their credibility amongst prospects by positioning themselves as the experts in their field.
According to a study by Forbes Magazine, 78 percent of salespeople using these social media techniques and are outperforming their peers.
Sales teams that want to be, or stay, top performers need to embrace social selling as a habit and not just a tool.