Sales Training: Building Relationships on Social Media

Rejection is part of the sales professional experience, but selling is a personal experience for both the salesperson and the buyer.

Long sales cycles, endless follow ups via email and phone and no-after-no cannot only be brutal on the morale of a salesperson; it is often not much fun for the buyer either.  Now when a salesperson is able to bring to the table a human factor, the rather impersonal act of selling now becomes an opportunity to build a relationship with a potential buyer.   As a salesperson, we know when someone is “selling” to us and we really don’t like it, but everyone enjoys making new friends.  Friends tend to help us explore our options, they understand our needs and wants and they ultimately have our best interests in mind.  Shopping with a friend is usually a positive experience and something we do with a smile on our face.

Sales Tip:

When collecting contact information for a new prospect, do not forget to discover where they enjoy socializing on social media.  Social media has quickly become the new “spot” in town to get to meet new people, build friendships and keep up with existing friends and family.  By connecting with your prospects on social media, you have made the first step to building a relationship.

This might be awkward at first.  When phone calls and emails were being ignored, take a chance and reached out through social media.  I was amazed to find a welcoming response to my social media communications.  Often a prospect will be signed into their social media via their cell phone and able to responded right away.  There might be some light bantered back and forth for a few minutes, as we both discover the friends we have in common or shared interests.  After this connection is made, I usually ask for a phone appointment so we can talk further.  My social media conversations usually surprise me when they say “Yes!” and even a bigger surprise when they answer the phone right away.   Because we have established a social media relationship, the phone conversations are usually productive and friendly.  No longer am I trying to sell to a stranger some random product or service, I am now trying to resolve the concerns of friend by matching products and services to their needs and wants.    Not only have I made the “sale of the day”, I have also made a new friend on social media and “fan for life”.

 

The Manus Group Stephanie YoungAbout the Author

Stephanie Young is the Vice President of Sales and Marketing for The Manus Group, where she is an active blogger, social media contributor and spokesperson for one of the nation’s leading automotive recruiting and training firms. Stephanie is also the current Ms. Florida Forestry Queen, promoting her platform encouraging young woman to pursue their interests in STEM field careers.

If you like this blog, please share with others and connect with Stephanie on Facebook, LinkedIn and Google+

Copyright © 2014, Stephanie Young All rights reserved.

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