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Turns out social selling is more than just using social media. In fact, Twitter can help solve three common sales challenges. Clickthrough this presentation to see it all.
I never believed in
Twitter as a sales tool.
But as soon as I did – I started seeing
how it made my relationships that
much stronger.
Don’t believe me? Believe the data.
73% of U.S. Online customers trust information and advice from
Twitter.
click to tweet
Now, social selling on Twitter
speciically helps solve three
challenges in our sales process -
1 Chalenge: Putting your agenda aside.
When you’re on the phone with prospects or leads, they’re eager to hear your pitch.
But we need to resist that on Twitter.
Sales reps often get comfortable with their winning pitch and want to use that on every prospect, rather than adapting to the
unique interests and challenges of that prospect.
1 Solution: Use Twitter to inform sales process.
By using social tools like Twitter, you get an idea of what’s actually important to the prospect. By showing them subtle
support through a retweet, or engaging them in conversation
that has nothing to do with your agenda, you show them that
you have their interests, challenges, and needs in mind.
This provides a greater window of opportunity for you to adjust
the actual phone pitch to your liking since you’ve already
opened the relationship personally on Twitter.
2 Chalenge: Staying in touch with customers.
Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you
watch how your product has impacted their business.
The tough part is the juggling act of keeping in touch with
customers while focusing on establishing new connections with viable prospects.
2 Chalenge: Staying in touch with customers.
Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you
watch how your product has impacted their business.
The tough part is the juggling act of keeping in touch with
customers while focusing on establishing new connections with viable prospects.
Solution: Use Twitter to keep a relationship.
While a Twitter conversation isn’t as powerful as a phone conversation, it’s all you need to show your support.
I use social tools to create a filter where I can see when one of
my customers mentions a specific term. It delights me to see
them using our product, and enables me to stay in touch with them. This also helps in future sales conversations because
my prospects see my continued support – even after a deal
closes.
Case-in-point:
I use the Signals-Zapier integration to get custom alerts
for my customers’ tweets. This allowed me to engage
with them like so -
Case-in-point:
I use the Signals-Zapier integration to get custom alerts
for my customers’ tweets. This allowed me to engage
with them like so -
CLICK TO START
GETTING ALERTS
3 Chalenge: Being the first to respond.
Often times, leads assigned to me are tweeting about a specific challenge or interest they currently have.
Sometimes, these are posted in the context of comparing my
product to competitors or simply about our product in general.
Regardless of what industry you’re in, if a question is asked
about how you compare to a competitor, that’s a huge
opportunity be the first one to respond.
3 Chalenge: Staying in touch with customers.
Customers are an incredibly valuable and often overlooked asset for salespeople. Staying in touch with customers lets you
watch how your product has impacted their business.
The tough part is the juggling act of keeping in touch with
customers while focusing on establishing new connections with viable prospects.
Solution: Set up filters and alerts.
Set up a process for getting alerts every time one of your sales leads is talking about you or a competitor.
Not only does responding in real-time provide a competitive
advantage by being the first to engage, it also reinforces class
and integrity by responding tactfully – perhaps using the opportunity to ask followup questions about the prospect’s
challenges or needs.
Our technique:
I use the Signals-Zapier integration to get custom alerts
for competitor tweets. I set it up like so -
Our technique:
I use the Signals-Zapier integration to get custom alerts
for competitor tweets. I set it up like so -
TRY THIS NOW.
How are you using Twitter in the
sales process? I’d love to hear.
Danielle Herzberg
Sales Leader @DannieHerz
hank you.
How Twitter Can Solve 3 Major Challenges for Sales
#SlideShare #SocialSelling
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