How Sales and Marketing Can Regain Buyer Trust
In this episode of The Centricity Podcast, our host Sean Doyle meets with Timothy Hughes to discuss the power of social selling. Hughes is the author of Social Selling: Techniques to Influence Buyers and Changemakers, and he creates regular content for his 32,000 LinkedIn followers. Listen in to hear how social selling can impact your organization and your sales team.
Social Selling
- Use your presence on social media to build relationships, start conversations, and create commercial interactions. Social selling is NOT predictable pitching!
- Many buyers are immune to pitching – to them, it’s all spam. They are more likely to be interested in connecting and working with the right people.
- Tim’s social selling methods are seeing a 9% response rate from prospects and a 33.6% rate of prospects moving on to the next steps.
Human Content
- Rather than just using social media to talk about how great your product is, connect with people by creating content that isn’t “salesy”.
- This type of posting will start conversations and make you memorable.
- It’s not about gaming the algorithm of the platform of your choice, it’s about learning to be social on whatever platform your prospect uses.
How to Get Started
- Create a buyer-centric profile. It’s not about you, it’s about your customer.
- Cultivate a wide and varied network.
- Provide insightful content your client can’t find anywhere else.
Resources
Get your copy of Tim Hughes’ book “Social Selling” on Amazon!