5 B2B Social Selling Mistakes To Avoid

imagesLearning to dance was the best thing I ever did in high school! By learning to dance I eased my way into many a first date! Who wants to say yes to a dorky sophomore in high school if there is nothing in common … not even knowing if he knows how to do that Saturday Night Fever Dance (ugh oh … dating myself alert!). “Dancing” with you prospect with social media is required before you start to “date” them!
First, Gartner estimates that 50% of companies on social media will fail to manage it effectively AND potentially drive customers away. It’s the driving away part that really puts a damper on reaching a sales reward club like 21 Club (what they called it when I sold copiers at Kodak in the 80’s), Winners Circle and many other descriptive titles. To make it to those clubs though, these days, you need to know what to avoid AND what do with social selling. But, that’s another story for another blog post!
Also, a recent social selling survey says that 75% of B2B Buyers say that social media would influence a future purchase. And, a ComCore survey says that 82 per cent of those who are online (worldwide) can be reached through social networks.
Combine those three statistics to realize that you CANNOT make mistakes with your social selling or you may not meet your goals! So, here are then social selling mistakes to avoid t0 help you be successful!
 

5 Social Selling Mistakes To Avoid

1. Don’t ask for the demo or appointment! Ugh! You need to ‘dance’ before you ask someone out on a date! We need to add value first, be an available resource and let the customer ask (early) for the demo! Be smart, clever and needs-oriented when you start to engage and “dance” with a prospect. Triangulate your first-close activity by getting on your clients radar with a little bit of LinkedIn knowledge and then a retweet. Build that authentic, relatively speaking, relationship, by adding value and let THEM ask you for a demo … unless you are on your 2oth message … and then it’s OK!
Your relationship can start with a tweet, and also end with a tweet. Avoid that.

Your relationship can start with a tweet, and also end with a tweet. Avoid that.

2. Bad or Stale Social Profile. Nothing looks worse than a social media profile pic with a signficant other, your dog, your boat or a picture a mysterious hand on your shoulder with an unconnected body than an unattended to profile (Creepy … unless you are double-jointed … and THAT is even creepier that you are showing it in your profile pic). Update your profile or contact me @GerryMoran for some ideas on some quick fixes! Remember the first thing that customers and prospects do when then meet you or take your call on the phone … they check out your social profile! So, make a good first impression!
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3. Standard LinkedIn Request. How can we do so well with engaging with someone to get to the point in the “relationship” to ask for a LinkedIn request … and just use the standard copy! Use this feature to personalize and strike a chord with your new found business contact. Heck, when people reach out to me, I even respond to them to tell them how much I look forward to network with them … “but in the meantime, check out my blog at MarketingThink.com.”
Don't use the standard copy when trying to connect with someone on LinkedIn!

Don’t use the standard copy when trying to connect with someone on LinkedIn!

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4.  Don’t avoid flirting with your customer! Do your due diligence and comment on their blog, ask them or answer their question on a LinkedIn Group and follow and list them on Twitter and retweet their tweets! These are sure-fire ways to get on their radar and flirt with them!

Use mentions, RTs and favorites to get the attention and to "filrt" with your prospects

Use mentions, RTs and favorites to get the attention and to “filrt” with your prospects

5. Don’t ignore cries for help! Now, your customers may not be as blatant as these unhappy cable subscribers, however, you need to listen and to respond to your customers! If you respond to your damsel in distress, then you are worth your wait in gold to him or her>

Listen for "help me" triggers and respond right away to your customers and prospects!

Listen for “help me” triggers and respond right away to your customers and prospects!

Do you have a few social selling mistakes to avoid? If so, please comment on this blog post or reach out directly to me on MarketingThink.com or via Twitter @GerryMoran,

If you liked this blog, please check out these other posts to help you:

Now, put on these social media dancing shoes and work on your steps so you can avoid any mistakes! It really is easy! Good luck social selling!

 

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