My 1-Week “Old School” Social Selling Experiment

VengresoGrow Your Connections My 1-Week “Old School” Social Selling Experiment

My 1-Week “Old School” Social Selling Experiment

Kurt on Phone for BlogHaving started my sales career long before social selling, social networks, and even the Internet, I can appreciate the concern that some sales experts have expressed over salespeople spending too much time on social networks. They argue that relationships are suffering and information is getting lost when people go 100% electronic in lieu of richer communication methods like phone calls or in-person meetings. As referral sales expert Joanne Black states in her book, “Pick Up the Damn Phone: How People, Not Technology, Seal the Deal”, salespeople should be tweeting less and talking more.

This prompted me to try an experiment combining social networking triggers with good old-fashioned outbound phone calls.

I love the “Keep in Touch” feature on LinkedIn that reminds me when my Connections:

  • Are having a work anniversary
  • Are starting a new job
  • Have been mentioned in the news
  • Are having a birthday

So, for the next five days, I am going to phone my connections to say “Congratulations”, “Good Luck”, “Way to Go” and “Happy Birthday”.

I will record the results and report back in October. Here are the ground rules I’ve set.

  1. A phone call will be the first method for outreach given I have their phone number. Of course, people should have their business phone number in their LinkedIn Contact Information. I will note whether they do or not as part of the data collection.
  2. If I do not have the person’s phone number, I will use LinkedIn’s internal communication feature, personalizing the message to encourage a response and stand out from the small percentage of their Connections who even send the default message.
  3. I’ll do it for a maximum of twenty people each day. With thousands of Connections, I often have more than twenty of the “Keep in Touch” opportunities each day, but twenty should be a large enough sample size to draw some conclusions.

If you are intrigued and would like to conduct this experiment for yourself, feel free to use my Keep in Touch Logging Template. If you’d like to share you results to be included in the report, let me know. [email protected]

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.

No Comments

Leave a Comment

For security, use of Google's reCAPTCHA service is required which is subject to the Google Privacy Policy and Terms of Use.

I agree to these terms.

[required]
[required]
[if lte IE 8]
[if lte IE 8]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[if lte IE 8]
[required]
[required]
[if lte IE 8]
[if lte IE 8]
[required]
[required]
[if lte IE 8]
[if lte IE 8]