MAKING SOCIAL SELLING WORK FOR YOUR BUSINESS

 

 

The hot new buzzword on everyone’s lips is Social Selling. The tool that today’s sales people are using to become the top performers in their firm as well as get new clients through the door.

 

With the use of Social media; the way we connect with people has changed. Using social media to do business, plan our everyday lives, stay in touch with friends, try out new restaurants has become a way of life for us. In fact social media merges word of mouth advertising, selling and marketing beautifully. Social media marketing is so powerful that you can’t afford to miss out!

 

Word of mouth marketing has always been around much before social media. Neighbours would buy similar stuff; friends would seek advice from others on what to buy, where to go for a service, what recipe to try, all over a game or over a fence at the backyard. Today, we do the same thing, except that we use tools for it and seek out reviews on a global level. Advertisers too now know how to sell to you and the vital role that friends play in influencing your decision.

 

What is social selling and how do you make it work for your business?

 Social Selling is making use of social media to make your sales more effective. It’s using warm, conversations that are both inviting and engaging with mutual benefits to the company and clients over cold calling, knocking on people’s doors and talking about what you do and who you are.

It generates insights and information into what customers want and what decisions they are influenced by before they buy. It also helps build relationships, make better strategic deals and grow the brand.

Making Social Selling work for your business:

 Sure, you have tried cold calling and noticed that there are more people who say “Thanks but we’re not interested” than those who say “Sure! sounds interesting, come on over!”

Here are some tactics you can use for your business:

  1. Using social media tools like Google Alerts, Tweet deck, Radian6 etc. can give you real time insight into what your customers are talking about. You can then understand their needs, unmet demands in the market and leverage that information and use it for your business.
  2. If your customers are not using social media, find out what’s being said about the industry in general. Check out some reviews and understand the customer’s point of view.
  3. Use social CRM tools that allows you to capture user’s Twitter profiles, contact details, details of a consumer or user-anything that is publicly available.
  4. Dig a little deeper: Understand whom you are selling to. Who are the key people involved to seal the deal? Who are their customers? What are the customers talking about? What is the level of engagement that they have? What contacts do your contacts have?

With so much information up your sleeve, you can now make a pitch that doesn’t always talk about ‘YOU’ but rather ‘THEM’. You can tell them how you can solve their issues and how you can help them. Doesn’t that sound better? It’s a serious competitive advantage!

 

  1. Make use of communities & blogs– read other people’s blogs, reviews, and any visual media they have shared and connect with them. You can also use LinkedIn to connect to vendors; participate in LinkedIn groups and find new prospects!
  2. Set up Social Media Monitoring tools like Radian6, Buzznumbers, and Google Alerts to get active updates on the industry, your customers and potential influencers.
  3. Create your own Blog and Social Media Channels: In order to be successful at social selling, you must have a strong brand yourself. The company you are selling and sourcing for must develop strong connections. You must also develop the knack of story telling and increasing your social influence score. Also include a ‘subscribe to the company blog or RSS feed’ icon on your website.
  4. Identify competitor moves: We all want to be ahead of the pack but finding an advantage amongst the various players in the market is challenging. If you were using traditional methods of sales and marketing, you’d know as soon as there is a new ad, press release or  product on the shelf! But now, you can anticipate your competitor’s moves by using social media monitoring tools. You can find that perfect opportunity to gain an edge over your competitors that you may have otherwise not known about!
  5. Prevent Customer Retaliation: By using these tools, you can avoid customer’s negative feedback by finding solutions to the problems they have mentioned. Doing a sentiment analysis will help you understand their emotions in regard to your product or service or your competitors products.

 

If you’re a stockist or distributor, you can understand which products to stock up on and which ones to drop. Imagine having all that shelf space for products that sell quicker!

With so many benefits to using social selling over traditional selling and cold calling, you can find opportunities everywhere! It’s time to embrace the new buzzword and make it work for you!

You can set up the tools and make it work for you and your sales team or you can give us a call and we can do it for you! You get all the information you need right in your inbox!

Talk to us now and let us know how you can make social selling work for your business! What tools do you use?

Join us for the conversation on #socialpandora

 

 

 

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Understanding Neuromarketing and making it work for you as an Entrepreneur

Understanding Neuromarketing and making it work for you as an Entrepreneur

 

 Don't just market,Neuromarket

(Image source: Neurorelays.worpress.com)

 Unless you’re living under a rock, chances are that you’ve heard of this before. Neuromarketing or mental marketing is the new buzzword. But it’s not just a fancy word that everyone is throwing about but also an actual word that scientists have come up with. Scientists have probed the brain and drawn graphs to understand how the brain responds to a marketing stimulus.

Now you know who’s to blame for buying that extra pair of shoes or that gym membership you never use!

Jokes apart, Neuromarketing helps marketers understand how consumers react to a product. What makes them buy it? How do they choose one over the other? These are very important to the marketing agencies; the product manufactures and you; the curious consumer.

 

The brain responding to an external stimulus

(Image source: mktg-matters.blogspot.com)

 So how does it work?

Reacting to a marketing stimulus- how do brands understand consumers

 

(Image source: video-commerce.org)

 There are many methods of tracking the brain’s activity-the Functional Magnetic Resonance Imaging (fMRI), the Steady State Topography (SST), Electroencephalography (EEG), Eye tracking to name a few. Most widely used are however the EEG and fMRI. But they both come with their own set of pros and cons. For example, fMRI may find that a particular stimulus causes a consistent response in the brain and that response is correlated with a desired behavior such as trying a new brand or flavor.

The consumer’s buying decisions are made in split seconds in the emotional or subconscious part of the brain and by understanding what they like , dislike ,are intrigued by or averse to, brands can design and formulate products and communication techniques to meet any ‘unmet’ needs and make the consumer move from think to buy stage.

Shopping frenzy

According to neuroscientists there are 3 main parts of the brain, each functioning as a brain in itself.

  1. The ‘Human’ or new and outer most part of the brain is the most evolved section and is responsible for logic, learning, reasoning and conscious thoughts.
  2. The ‘Mammalian’ or middle part of the brain is responsible for the moods, emotions and memory
  3. The ‘Reptilian’ or the old brain controls the basic functions like hunger, flight or fight response to external stimulus and to understand what your consumers likes and to build sales, marketers need to understand the ‘Reptilian’s’ hot spots.

These hot spots responds to an external stimulus, decides whether to stay or go and if the scenario is good or not.

 

Capturing consumer emotions

 7 Takeaway tips marketers needs to know:

  1. Your product or service needs to trigger the customer’s senses by appealing to their emotional side.
  2. By adding more JOY into the customer’s experience, it could persuade them to stay and not go.
  3. Leave a strong impression-like the aroma of coffee, a compelling story or wonderful in-store experience.
  4. Use visuals to strengthen the emotional connection- funky packaging, product design or colour, in- store experience if you’re a service based company.

Too cool for school packagingToo-Cool-For-School packaging

  1. Discover the 5 senses– and use ‘Touch’,’Taste’,’Sight’,’Smell’ and ‘hearing’ to attract customers.
  2. Adapt your marketing technique to suit the geographical location you are in. Some countries are attracted to the environmental connect while some others are more logic oriented.
  3. Use the KISS principle: ‘Keep It Simple, Stupid’ Overloading consumers with too much visual content or information will result in them being unable to respond, unable to make a decision and therefore leave the brand display area,  and they will ask themselves “why do I need to know this? “ Or “ Why do I need this product”. All of which doesn’t result in sales! So simplify your message and focus on the benefit that they will receive and why they need to choose you.

Few brands that are making use of Neuromarketing are : Campbell’s soup, Microsoft , Frito-Lays

Although Neuromarketing is a debatable topic, whatever the outcome is, Neuromarketing is noteworthy in terms of really understanding your consumer and giving them what they currently need and want.

What are your views on the subject? Let us know!

-Social Pandora

 

 

 

Kindle Unlimited: The Key Questions

David Gaughran

amazon_kindle_unlimitedAmazon launched Kindle Unlimited on Friday, giving self-publishers a big decision to make.

The long-rumored subscription service will allow users to download unlimited books for $9.99 a month, and reader reaction has been, from what I can see, overwhelmingly positive – especially because they will be able to test the service with a month’s free trial. Writers have been a little more cautious, for all sorts of reasons I’ll try and tease out below.

The main stumbling block for self-publishers is that participation in Kindle Unlimited is restricted to titles enrolled in KDP Select – Amazon’s program which offers various additional marketing tools in exchange for exclusivity. Author compensation will be similar to borrows under the Kindle Owners’ Lending Library – a percentage of money from a fixed pool. The only real twist is that payment will be triggered when 10% of downloaded books have been read.

At the…

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Handwriting recognition appears in the Chrome OS software keyboard

Gigaom

While I’ve longed for a Chrome OS tablet for more than year — and even attempted my own project to make one — Google’s(s goog) Chrome OS platform isn’t ready for that. It is a step closer though. Last week, handwriting recognition appeared in the on-screen keyboard in the early Canary channel of the software. A few days later, it progressed to the Dev channel.

Does this mean a Chrome OS tablet could be in the cards? There are still other aspects of Chrome OS that don’t fit well with that idea but it’s not out of the question; particularly as the interface gets redesigned in what might be more touch-friendly. We discuss that possibility on this week’s Chrome Show podcast and also talk about Dell’s Chromebook success in education, Chromecast app discovery and new chips that may power Chromebooks and Chromeboxes. Tune in below or download the podcast…

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