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5 Social Selling DOs and DON’Ts
Social sites are brimming with information about your prospects.
Follow these 5 “DOs” and “DON’Ts” to turn that information into a strategic selling advantage that will get a response from busy buyers and create more human, engaging business conversations. The key is to be personal without being too personal.
1. DO focus on business-related content
Follow company profiles, blogs, and Twitter feeds to learn what’s happening at your prospects’ companies. Then branch out to key decision-makers and comment on their business-related posts.
- Speaking at conferences
- Podcasts and webinars
- Product announcements
- Company’s vision
2. DO set up automated alerts
You can check your prospect’s social feeds when preparing for a call. Better yet, set up automated alerts and you’ll know not only what to say, but when to make the call.
3. DO use social to augment emails and phone calls
Sometimes you can connect with your targets on social channels when your emails and phone calls go unanswered. Our suggestion is to use them all!
4. DO remember social is immediate
When you want to be highly relevant, it’s hard to beat commenting on a Tweet or blog the day it’s posted. Don’t make the mistake of using old news to try and be relevant and timely.
5. DON’T be creepy
Blending professional and personal insights can be tricky. DO comment on personal interests they share openly on social channels – a passion for wine, a favorite charity, alma mater, or sports team. DON’T talk about personal vacations or family. And you may want to steer clear of politics and religion, too.
Save time. Bring the conversation to you
Social can be a treasure trove of strategic insights, but it can also be a time sink and a huge distraction. Use InsideView to bring social insights directly into your CRM from Twitter, LinkedIn, and your prospects’ blogs.
© InsideView Technologies, Inc. 2021