binary auto trader scam Intelligent Prospecting through #SocialSelling - IT is what IT is
Why you should be more like Candice Galek.
October 13, 2016
The art of being wrong.
November 14, 2016
Photo credit to Peter Kaspryzk @ https://unsplash.com/@petekasprzyk

Photo credit to Peter Kaspryzk @ https://unsplash.com/@petekasprzyk

Intelligent Prospecting. Sounds cool, doesn’t it? 10 years ago we would have called it “stalking”, as it’s way more intense than just researching for contacts and privacy hadn’t been put at check by Social Media. 5 years ago we would have yelled instead, that “cold calling is dead”, as if that explained why one received dozens of “automated” mails or messages.

That changed too: the name of the game today is Social Selling, but it doesn’t quite equate to just finding info on who you will be calling. It’s way more than that. It is actually selling as you never have before.

Did you know that as much as 5-6 people are now involved in deciding what solution to acquire in any given project? (*) Did you know that you can actually find them before they reach the state where they need to make the decision? Are you aware that you are as visible to them, as they are to you if you know where to look?

Find them, and they will connect.

That is kind of the whole thing on why prospecting became something different through Social Tech. Finding people has always been a challenge for Sales People, taking us to spend money on that action. Have you ever wondered why? The reason is actually very simple: people didn’t want to be found, or what’s more important they were not used to being found. That is, at a professional level. If you’re past your late 30s or beyond your 40s, you know what I’m talking about. If someone called you and you didn’t know what it was, you hanged up or got defensive. That’s how those of us who started our careers in sales behind a phone and a desk learnt that we needed to add value: nobody would spend more than 15 seconds with us on the phone otherwise. You had to pick the right words, every single time and most of the times you just repeated a formula.

Finding people is not so hard now because that’s what changed: people is now used to being found, and embrace it. Your contacts, or those at your customer most probably have at least 1 or 2 very active profiles on specific given social networks, and then some not so active in other. Chances are the combos imply LinkedIn at one point (and if they don’t you might as well suspect something’s wrong) and some other network.

If they are on LinkedIn…they are there to be found.

Tell them how you found them, and they will open up.

“How did you get this number?” “Who is this again?” “I didn’t ask to be called, please delete my name from your lists”. That’s what I was used to get when I started prospecting. People wouldn’t open up to you, and to be fair, most of the times you just couldn’t explain how you had gotten their numbers. They didn’t control who would get access to their contact info, and truth be told, that only made it harder for us.

That changed too. Through their privacy settings they can decide whether or not they are available for direct contact, but that’s not all there is. Through the use of your network you can even get a warm introduction before, making indirect contact useful for the first time ever, and way more accepted. Instead of sending an invitation to connect, just ask a 3rd party and ask them to introduce you. Otherwise, if you’re doing your job right and you’re looking them up properly and spending some decent amount of time inspecting their profile, you’ll know what to say.

Easily put, there’s no more urgency on explaining where you got the contact info but rather, what value can you offer them?

Start with explaining them why they became relevant contacts to you and why you want to contact them.
Prospecting has never been more intelligent before as it now involves them, the ones who you call or want to engage with. They now have a voice and you can read in their words what they want to be contacted for, and how. It doesn’t get more #Social than that!

 

(*) Source: The CEB on Social Selling: https://www.cebglobal.com/blogs/sales-why-you-should-teach-customers-how-to-buy/

 

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