14 Easy Social Selling “To-Dos” You Can Implement Right Now

July 25 through July 29 is Social Business week on Focus.com. If you’ve read my blog, you know that I’m a fan of the Social CRM movement, but I am not an expert – so I’m leaving that to the pros. I am sticking to my expertise, hosting a couple of events about social and sales and marketing. I am hosting a webinar with the master of content/inbound/social media marketing, Mike Volpe, on Friday, July 29, at 1 pm PT. Before that, I am hosting a social selling roundtable at 11 am PT with Nigel Edelshain, Miles Austin and Koka Sexton. It’s fun trading ideas for using social for a lot of things. Sales is definitely a favorite of mine.

One of the biggest complaints I hear from folks is not having enough time for social endeavors. I usually tell people I wouldn’t recommend it if it’s a time-suck. So I’ve compiled a list of easy things that salespeople can do, none of which seems too scary or daunting – and it can all be done right away. Let me know what you would add to the following list.

  1. Create a LinkedIn profile.
  2. Fill it out completely, including a picture.
  3. Upgrade your account.
  4. Watch every day from your upgraded LinkedIn account to see who clicked on your profile.
  5. Connect with as many of your business and personal contacts as you can.
  6. Move beyond business cards – get in the habit of connecting with people immediately after you meet them.
  7. Spend some time seeing if your prospects are connected to any of your contacts and ask for a referral.
  8. Join LinkedIn groups relevant to your industry. Not just so you can see the conversations happening in your space, but so you can join the same “clubs” that your prospects are in.
  9. Figure out where your prospects are on the Internet (with only a few cases, everyone is). Is it Twitter, LinkedIn, focus.com, etc.? It could even be a message board somewhere.
  10. Watch them. Remember the title of this post is “easy.” Don’t worry about doing much; you can just watch. You will gain insight into your prospects that you’ve never had before.
  11. Recognize their good works. If they write an insightful blog post or answer a question really well, send them a note.
  12. Find the top influencers in your space (they will be on Twitter or Google if they are influencers) and follow them.
  13. Create a social relationship with the influencers. This is akin to being friends with the cool kids at school.
  14. Before a sales call, look up your prospect’s or customer’s recent social “works” – posts, tweets, Q&A. Mention it to them; they will love it.

There – was that hard? Let’s just start with that. There’s more…but you gotta start somewhere.

Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter

  • http://www.marketingpipeline.co.uk Peter Johnston

    Very patronising ending Craig. I get the impression your heart wasn’t in this and you think it is so obvious you shouldn’t need to write it, but someone told you you had to do it.

  • editor

    Peter:

    My heart was in it. Sorry you find it patronizing at the end.

    The big issue is once again, it seems that everything I write you insinuate something about my integrity and that really isn’t cool. Just so you know: no one tells me what to write. I hope you take my word for it.

    Thanks for reading!

    craig

  • http://sales-alliance.com Craig Arnoff

    Craig. I liked your tips for Social Media Selling. Indeed, LinkedIn and other media are quickly replacing cold calling as a prime means for sales prospecting. In fact, LinkedIn has become one of the best networking means I have, although I am sill struggling with Facebook and it’s helpfulness for business. Thanks again for your post (and I didn’t find it to be patronizing :).

  • http://www.b12leads.com Duncan Macdonald

    For B2B Linkedin is a great channel. Will be interesting to see how Google+ influences things

  • http://www.pennebaker.com Matt

    Linkedin is one of those things I hate to do but is a necessity in the game today. You’ve got to know your audience and mentioning something specific they posted about really rubs their ego. Oh how things have changed from building relationships back in the day.