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digitize digitizing dotjenna ecommerce sales sales process selling online Social Media
You can grow your business faster, and make sales more easily and efficiently, by using the efficiencies of social media to your advantage, and by automating and digitizing as much of your sales process as possible.
This article and video is for the following types: Small Business Owners, Entrepreneurs, Start-Ups, E-Commerce, Executives, Sales Managers, Consultants, Contractors, Realtors, Agents, Brokers, Reps, Social Media Reps. Virtually anyone in direct sales, whether it’s a long or short sales cycle. Anyone who sells online or off can benefit from using social media web technology.
Not embracing social media is like writing on cave walls after Gutenberg invented the printing press. ~ dotJenna
The sales process is pretty much the same no matter what you’re selling. Granted, the sales cycle may differ from industry to industry, product to product and market to market, but in the end, the sales person is selling what: Himself. (or Herself)
The essence of sales is simple: Persuading a buyer (or buyers) to purchase your product or service.
Locating your target market is easier to do today than ever before. World is open. People hang out in groups according to their interests, socioeconomic background and geo-location. Today, you can find your prospects, no matter who they are. Even if your prospects are not online, you’re not doomed forever. You can facilitate the migration. Create a place for your target market to congregate, engage and interact online. Invite those in your target market to your community network online. Show them the value of visiting, and give them option to contribute and receive insight, knowledge and even just “belong.”
High-Level Executives
Their names are listed now on the internet. You can find them on LinkedIn. Some of them have blogs where you can comment and engage. Where they don’t have active blogs, high-net-worth people can be found on or around hobby sites, golf sites, forums, charities or associations. You can find the names of important people online.
Variable Age Groups
The fastest growing demographic on Facebook is women age 55-65. All ages are online, using the hyper-connective abilities of social media. In fact it makes perfect sense, because retired individuals have more time to get online and socialize. Don’t kid yourself. Older people are online too.
The web works on content. Links. Words. Photos. Videos and images. There is no time like the present to get your persona online. Turn yourself from a flat, one-dimensional image, to a full-blown 3 dimensional human being using writing techniques, photos and any means available to come to life on the web. Do this consistently, and add relevant, unique and interesting content, and viola! You have the makings of an addiction. People will become addicted to you and what you have to say.
It’s easier than ever to build rapport with those in your target market, due to the concept of social proof. People are impressed when they see other people engaging with you in a positive manner on Facebook, be it likes, Fans or comments. This makes you look credible, so you should always boost your network and provide content that makes people interact.
Also, studies show that “Self Disclosure Leads to Social Attraction,” and that bonds are forming faster and more deeply on Facebook than they do face-to-face. Bonding with your target market is a cinch as you engage with them, attend events, meet all their friends, etc… It’s a natural reaction. The line is blurring between clients and friends.
You can position your product and services in view of your prospect via social media by creating a network, a community or a “tribe” around you and your business. This is done by fostering a group of like-minded people, and leading them by providing helpful information, networking a sense of belonging and other benefits.
In the social media environment, be it Twitter, LinkedIn, YouTube, USTREAM or Facebook, you can present your information in the form of slideshows. videos, articles, blog posts or micro posts. You can educate your consumer and build rapport at the same time by establishing yourself as an expert, or an authority in your field.
Once you’ve established yourself as an expert, bonded with your prospect, gained trust and educated them about how your product is better, and different and needed, then the selling process works on its own. The neat thing about social media is you can do all the work beforehand, and the sales come to you on their own. It’s a whole different environment. You’re not banging on people’s door to make a sale, you come baring gifts, gifts of information, and eventually, through the persuasion of your presentation and power of the bonds formed by engagement, people will start calling you, emailing you and tracking you down to do business with you. It’s miraculous! Like nothing I’ve ever seen before!
Social media sites such as Facebook, LinkedIn and Twitter are built-in follow-up mechanisms. If you’re client is not ready to buy, you can still stay in their face through social media sites. If you can’t handle the business right now, your prospects can stay in your database and “stew” while you’re waiting on your next free moment to contact them. You will always have a steady supply of leads and referrals.
Social media brings lots of referrals because everything is done in public. The beauty of social media is that it’s viral.
The core of sales is communication. Social media gives us the capability to hyper-communicate, and thus HYPER-SELL. Hey, I just made up another word. HYPER-SELL.
Social media also helps to eliminate some of the hinderances to making the sale, such as…
The list can go on ad nauseam as to why sales are lost. The good news is, social media can help us to mitigate our losses by helping us to more productive. We can now efficiently reach people that we couldn’t reach before through effective use of social media tools.
The essence of sales is communication. ~ dotJenna
Must-Have Equipment
Must-Have Web Tools
Must have Social Site Accounts
Use the tools that are available, not only to grow your audience and generate leads, but also to enhance your sales process.
Presentation Software
A large part of the sales process is giving presentations. Presentations are an important communication tool for conveying the features, benefits of your service to your prospect. Using social media to its fullest extent will help you…
Using social media and related tools will help you with all facets of the sales process, including:
If you want to get started integrating social media web technology to digitize your sales process, you can get started today. Take an inventory of your current processes to determine which of the things that you do during your sales process can be automated. Break down the process into easy-to-manage steps, then plan your progress until you are fully integrated online. It takes time, and chances are, none of us will ever be “done” with the process, but every step along the way will increase your sales and increase your capacity to handle more business that comes your way.
I’d love to hear your comments and advice. Please take a moment to share in the comment area below.
