Social Media 101 For Sales, Only What You Need and None of the Marketing Fluff

Social Media 101 For Sales, Only What You Need and None of the Marketing Fluff

Really social networking isn't so different from the skills you use daily to sell. The anxiety comes with learning to use those skills in a new environment. For many of us in sales, technology beyond our cell phones and email is a bit intimidating. However, if you straight arm social media you are giving up opportunity in your sale pipeline.

Social Media 101 for Sales

The name itself makes it sound like a marketing thing, but rest assured its more like a telephone--definitely a sales thing. The difference? Marketing is good at blasting and broadcasting. Sales is good at connecting and having conversations.

This is about finding and starting good conversations.

So, lets start with the mind-set that social networking is for sales. And we are going to use it like any other sales tool. We're going to learn it, exploit it, and generate as many good conversations as possible.

Here are the basic social media tools sales people should learn:

LinkedIn - More than a resume, this social network is full of information on prospects and competitive intelligence. Plugging in and connecting your existing database of contacts will certainly reveal previously unknown connections and relationship, ready to be leveraged.

Facebook - Don't underestimate this as simply a venue for house wives and teenagers. Facebook is increasingly becoming the primary destination of a large percentage of the Internet community. Although it is not a big player on the business front it will be--get acquainted now.

Twitter - Often described as micro-blogging or instant messaging on steroid, Twitter is a powerful tool for collecting competitive intelligence, sniffing out opportunities, and breaking through corporate firewalls (i.e., voice mail, email, and other gatekeepers).

Blogs - They've been around for years now, but they are still great ways to get closer to influencers in your market. Everyone reads them, your customers trust them, you're smart to meet these important online publishers--they can help you land deals.

Social Media Objectives for Sales

There is strong tendency for sales people starting out with social networking to get overly involved. We hear the constantly repeated anthem--engage.

Sales people often engage better one-on-one in person or over the phone. Connecting and trying to manage a conversation through social media can be frustrating. So, save yourself this challenge and use social media more like a database to be harvested than a rowdy cocktail party you are try to get noticed at.

Remember what your objectives, as a sales person are--find oppo

Now Pay Close Attention --

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