Iconic coaches, top athletes, high achievers, and innovative start-ups all know setting goals is an important component for success. Yet, regardless of industry or stature, anyone and everyone looking to attain business growth needs to define a process and plan, and with today’s connected world those goals must encompass social media.
“If you don’t know where you are going, you’ll end up someplace else.”
~ Yogi Berra
What should those goals include? Within the context of your overall sales and marketing program your social media plan should detail the following: brand perception and awareness, public relations, thought leadership, engagement and time management, competitive intelligence, and lead generation.
Clearly, there are many points to consider, but if you want rock your sales, you need to focus on the latter two and incorporate social selling. Just what is social selling? In short, social selling means actively using the resources available online and on social platforms to ferret out information about prospects so you can form meaningful connections that lead to business.
Social media is no longer just a tool for B2C purchases; businesses left and right are using social media to research, validate, and converse about B2B purchases. A recent McKinsey & Company article notes: “Business-to-business selling has become less linear as customers research, evaluate, select, and share experiences about products.”
Now consider the impact on sales:
- 78.6 percent of sales people using social media outsell their peers. source
- 55 percent of B2B purchasers source information on social media. source
- You are five times more apt to get your foot in the door if you have a LinkedIn connection. source
Convinced? Good! Be sure you have a copy of our Six Steps to a Spectacular Social Strategy to guide your efforts. Then, hang on for more insights, tips and resources on social selling coming your way next week.