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Selling at a Higher Level: A Blog by Connect Yorkshire CEO Nick Butler

5th May 2017

We now run quarterly Sales Training days for our members which are delivered by durhamlane the latest being this week on Wednesday 3rd May. They are very popular with 40-50 attendees each session which is not surprising as sales are the lifeblood of every company. The subject in the morning was the Use of Social Media in the Selling Process. As I am useless at social media I attended and this blog is aimed at telling you a little bit about it. You will have to excuse my ignorance of social media. I have highlighted the headings to help you identify what interests you most


Selling at a Higher Level


Luke Robinson from durhamlane split the selling process into 5 sections, Find/Create, Define & Understand, Propose & Present, Close, Serve & Grow. Where does social media come into each part of the process.


Content is All Important


Your content must interest and excite the Buyer otherwise they will just ignore you. This was emphasised time and again


Use Social Media to push your content out such as


Events-he said Connect Yorkshire are brilliant at this-that’s Sophie of course


Product/Service launches-preferably with pictures and/or videos


Announcements about your Business-new Directors/employees, contract wins


Published Research


Use Social Media to pull your audience


Ask questions of your audience and then engage with the answers


Engage in online conversations


Encourage potential customers to visit your website


Post pics/videos that represent your culture


AIDA-not the opera!


Awareness-meet other business owners at a free event


Interest-Yorkshire’s most successful entrepreneurs giving free time to help you


Desire-what compelling events do we run


Action-attend a free event


LinkedIn


Send personalised messages, Use “like” sparingly. Post content that appeals to your target audience. Get a professional to do your picture. Participate in selected groups, seek introductions carefully. The trainer says he is on LinkedIn for 2 hrs a day


Facebook


Nobody said they used it for business.


Twitter


Good for news stories


Instagram


Good if you can get an important person on your page.


Content-again


Apply the one-thirds rule. 1/3rd promotes your business, 1/3rd shares ideas and 1/3rd has original brand content.


Luke asked us to -discuss what’s the potential to use more social media in your business.


                           – list all possible social media options in your sales process


                           – set out your proposed actions in 30 days, 60 days and 90 days


Define & Understand


This is the second step in the Selling at a Higher Level-see above for the 5 steps

A good question to ask your target is what is your biggest business challenge. You need to tell them the reason to change.


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