Nimble CEO Jon Ferrara and Digital leader Tim Hughes met by connecting on Twitter. As their relationship grew, they eventually met face-to-face when Jon was visiting London. Since their meeting, Tim has developed his own agency to teach others how to sell on social and has written multiple books, including Social Selling: Techniques to Influence Buyers and Changemakers.
Tim is the CEO of DLA Ignite and is the world’s #1 social selling pioneer and innovator. Tim was involved in rolling out the most advanced social selling programs across 2,000 salespeople in Western Europe and now helps companies transform into modern selling machines. In this webinar, Tim Hughes shared his tips and tricks on how to improve your business by leveraging the possibilities of social media.
Why Your Team Should Have Been Using Social Selling, Like, Yesterday
Take a step back and look at the business case for social selling. People think it’s just about posting on social media, but it’s not. Social selling is a strategic way salespeople can get leads and meetings, contract sales through the pipeline, and use it to close deals.
When Tim and DLA Ignite use social selling, they will normally get 8 to 9 meetings per week.
If you just started social selling, you should be able to get one meeting a week — if you’re doing it right. One meeting a week can turn into one potential opportunity per month. As a result, you can close one deal per quarter. However, Tim points out that this is a very conservative estimate. It all depends on your close rate and your ability on how you win. You should be able to be selling through social media in a way that enables you to be generating more business for your company.
How Social Selling Fits into the New World
The world has changed, and it’s changed even more with COVID-19. In Gartner’s research (pre-COVID-19), it says that when the average person goes out and buys, they will be 57% through the buying process before they contact a salesperson. Now with social media, it doesn’t matter if it’s 30% or 80%. We’re all empowered by our phone through which we have access to an infinite amount of content at any given time. If you’re not on social and actively engaged in having conversations, you’re leaving money on the table.
For example, Tim wrote an article six years ago about his friend who was getting 10 meetings a week through Twitter.
Another thing that has changed is the buying process. There are more people involved in the decision-making process; you have to convince everyone in that process to want your product. In order to win everyone over, you have to create relationships and find them on social media. Once you build relationships with them, they will personally like you and actually buy your product. If you don’t know who those people are in the decision-making process, you need to connect with multiple people within the organization and engage with them.
The 3 Things You Need for Successful Social Selling 1. Your Profile is Your “Shop Window”
The first thing you need to have is your profile acts as your “shop window.” When you’re at the mall, you look at shop windows to see if there’sContinue reading