Tweet

Something Old and Something New - Apply Both for Sales Success

Written by: Colleen Stanley

Article Overview: The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologies that still produce results. Let's take a look at two ways you should combine new social media with good 'ole fashioned sales principles.

Something Old and Something New - Apply Both for Sales Success

The phrase "something old and something new," which is often heard while brides are getting married, can be applied to using social media tools successfully. Many companies jump on the new idea band wagon, often discarding old ideas and methodologies that still produce results. Let's take a look at two ways you should combine new social media with good 'ole fashioned sales principles.

LinkedIn:

LinkedIn is a great tool for connecting with people, raising profiles on search engines, and free advertising for your firm. The mistake many salespeople make is thinking that just because they connect with someone, that person is automatically going to introduce them to their best contacts. This is where old fashioned relationship building principles come into play. Once the connection is made, keep in mind these rules for making the connection even more powerful:

• Reciprocation is the foundation of building strong relationships and centers of influence. Not a new concept, however, one that is often missed in the LinkedIn world. Top sales producers are always looking to make a deposit in the relationship account with the person they just met before they expect anything in return. They ask questions that take the focus off of them and move it to the new contact: "Who is on their top ten list of people/companies to meet this year? What knowledge is of value to you? How can I help you?" Next comes the age old rule of follow-up. This is where the salesperson executes on the promise of introductions and/or knowledge.
• Value Propositions and '30 Second Commercials.' Not a new idea, however, still amazing how many people don't have a compelling value proposition ready to deliver when asked about their business. It doesn't matter how you connect. People are still going to ask about you and your company. Make sure your answer isn't old and tired: "We do this, we've been in business for thousand years and we have deep experience." Yawn. A compelling value proposition talks about problems you solve or opportunities you create for customers. It can be the difference between a next step or not.

Blogs/Twitter/Ezines:

A concern that companies have expressed with social media is the sales team is very busy with the new tools and achieving no results. Think of the old days when you received a hard copy newsletter in the mail. There were newsletters you immediately threw away knowing it was filled with self-promotion and up-selling copy. It wasn't relevant to what you needed to grow your business.

Nothing has changed. Make sure any copy leaving your office is relevant. There are many ways to be relevant - be a shortcut on information, links to great articles, insights from a variety of experts, trends, reports from economists. The key is taking this information and showing your reader how all of the above affects their business.

Remember to think like a new bride. Combine something old and something new. An "either or" mindset isn't the way to uncover and close new business.

Related Articles
  The Importance Of The 80/20 Rule In Becoming A Top-Performing Sales Manager
  The Rules Apply
  How Focus Helps Sales Management Effectiveness
  How to Change the Internal Mindset - The 3 Steps
  What would your sales-role and business be like with less fear?

Article Tags: best practices, emotional intelligence, lead generation, media tools, methodologies, prospecting, sales, sales force, sales management, sales success, social media
Referred by: http://www.page1solutions.com



Related Forum Posts
Online Sales and Marketing vs Traditional - Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing
Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
Re: THE SECRET TO SUCCESS IS ALL IN YOUR HEAD...RIGHT NOW!!! - Success = Thinking (Head) + Heart (Feeling / Interest) + Hand (doing/ action). Success - H3 Robert
Re: Art of Marketing - Differences, at some basic level, will always level the playing field - for the better. Take a look at the franchise fast food industry. Yes, the top concepts are there year after year, but if you take a step back, smaller concepts are always gaining market share. People love fast food. But people also love variety. Apply this to the Art of Marketing, there is a customer base everytime - however, its more how much of an artist you are in your customers eyes, not yours keep in mind.
Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Tweet

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

How to Write Your Articles for Better SEO

The Biggest Domain Name Myth

Stay Employed In A Down Economy

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.