“Become disenchanted with anything that takes complex subjects and breaks them down into “Top 10” lists.” – Brian Solis
Social media has changed business. Today’s buyer looks nothing like the buyers I first met when I began selling 25 years ago. Technology allows them to evade us, block us and downright ignore us if they choose. It’s a new world, and if you don’t think so, I’m worried for your future in selling.
Anyone who reads my writing knows that I am unwavering in my belief that WHAT you sell is less important than HOW you sell. For the sales reps who have, to this point, made a pretty good living selling through feature dumps or demos, understanding that the “what” is less relevant is a proving to be a tough transition to make.
That I keep seeing questions or conversations about how to better “cold call” tells me that we have a lot of sellers stuck in the past. A member in one my LinkedIn sales groups asked if you should leave a voice mail when calling someone you don’t know. Group members actually debated techniques…yes, no, phone number in the beginning, compelling pitch in the beginning, phone number at the end… really? Instead of trying to improve upon an outdated mousetrap, get a new one.
Change is needed and it isn’t simple.
I follow a number of highly regarded leaders in sales. One of those leaders is Tamara Schenk, who writes an excellent blog that you should follow. She wrote a post on the difference between simplification and simplicity is brilliant. It crystallized for me what the problem is related to the thundering din that is social selling. In their attempts to make social selling sound simple, the usual suspects have created a loud, confusing mass of noise that leaves sales leaders either completely confused – OR – they mistakenly assume, because that’s what they’ve been told, that if their sales people just follow a prescribed set of steps, their sales challenges will dissipate.
There is NO one size fits all.
Are there tactical elements that typically lead to success when using social for selling? Of course. Will they work for every seller, in every industry the same way? No. Should you even start with tactics in the first place? Absolutely not.
You see, that’s the biggest gripe I have regarding the chatter that largely surrounds social selling. It is surface at best. The message has become… just deck out your LinkedIn profile, send InMail to the prospects on your search lists, Tweet the content of industry influencers – so that they will one day reciprocate – and share a few blog posts… boom, you are now a social seller. The top of your funnel will magically fill up, decision makers will scramble to clear their calendars to see you, and deals will close in no time. You wish.
If it were easy, everyone would be doing it and succeeding.
“As customers make their decisions differently, every time, because their situation is different – so do sales leaders. There are no silver bullets. Every sales organization’s challenges are specific. Every sales organization’s customers are different. The way that your specific customers want to engage with your sales organization is different as well.” –Tamara Schenk
Drop the focus on the tools.
Social selling is not simply about adopting a new set of “tools”. Success requires developing a new mindset related to selling entirely. A change is required in attitude, approach, process and skill set. Change is tough, it can be messy, and it is painful in the beginning. Leaders must think holistically about what needs to change, what they have to work with – people, tools, process – and what they need that is missing.
I’m not saying don’t give sales people LinkedIn training, but I am saying that isn’t the first place to start. And if that’s all you do, expect limited results.