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You are here: Home / Blog / Social selling – what is it?

Social selling – what is it?

November 8, 2018

Social-Selling-Sales-Training-South-Auckland

If your sales team aren’t allowed to use social media platforms in work time, you’re missing out on enormous sales opportunities.

  • Are you using social media for your business?
  • Have you allowed social- selling training for your team?

A structured Social Media sales strategy and time allocation (to avoid them drifting off into Facebook for their own reasons!) could vastly increase your sales turnover!

There’s no secret that it’s the sales-person that gets a sale across the line. It doesn’t matter what marketing material or advertising you’ve created, it all comes down to how your sales-person treats their prospective customers to convert sales.

With vast online opportunities to get your brand “out there” across social media platforms, it’s all very well to place static visual ads on your page/s, but that human interaction with prospects is always going to be the reason someone decides to purchase from you.

According to Forbes.com, 74 % of prospect buyers spend half of their product research time online, both on websites and on social media pages.

We’re not talking about merely posting an image of your product or brand on your business Facebook page.

We’re talking about allowing the opportunity for a customer to directly contact you via your social media platforms, and be able to ask questions while getting answers in real time from your sales team.

Instant contact in the online world is invaluable and allows personal engagement with prospect customers, gaining their trust.

If your competitors are using social media platforms to sell, you need to jump on that bandwagon!

Social selling allows the development of one-on-one relationships as opposed to advertising en masse which is impersonal and indirect.

The written tone is crucial in social selling. Understanding how to engage prospective clients is more difficult in writing than it is verbally.

While social selling absolutely does work, a staggering 93% of salespeople in New Zealand haven’t received any official training in this field!

Training to sell online is as important, if not more so than training to sell in person. You only get one opportunity to get your pitch right, and it’s out there for the world to see.

Everyone uses the internet to research products and find feedback before they buy – in fact 60% of us make our decisions about whether to buy a product or not directly from the information we find online.

Considering these statistics, it would be foolish to NOT train your sales team how to engage with prospects via your social media platforms, would it not??

Facebook, LinkedIn, Twitter and Instagram are incredibly powerful tools with an enormous reach that should be a major part of your sales strategy.

Teaching your sales team to use these will bring results if they’re using the right sales-speak.

These platforms allow an informal, SOCIAL engagement where prospects can speak in their own casual terms and enjoy a relaxed chat with your salespeople – opening the doors quickly to enable nurturing them across the line.

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I started working with Fiona in October 2012 on my 2 Physiotherapy clinics in Christchurch and Auckland. Since working with her, she has helped me achieve a huge growth rate in terms of patient numbers, resulting in an increase in turnover. I love working with Fiona as she has reputable experience as well as strategies that really work. She is also innovative and motivating, which I believe has helped me to see the increase in my business that I wished. I highly recommend her to anyone as a business consultant!

Ariel Chuang – LifePhysio

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When deciding to grow our firm, we needed to know how to go about it in a sustainable way. During the time we worked with Fiona we developed a Business Plan, Action Plan, created marketing material, identified who to target our business towards and achieved great results. Better systems helped us to set aside time to focus on the running of the business – something we had previously struggled to do. We have now set our business up for the future and are looking at expanding further in the next 12 months, comfortable in the knowledge that we have the skills and procedures in place to do so.

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We hired Fiona from June 2012 through to December 2012 to upgrade our business systems and implement new strategies to increase our company profile and client base. A Business plan was developed that when followed enabled the admin side of the business to become more efficient. This in turn allowed us to focus more on creating and distributing new marketing material to new clients. As a result of the knowledge and expertise that Breakthough Business Solutions has shared, our business has secured new clients and solidified relationships with existing ones. We have experienced growth throughout our time working together and there is no doubt that we will continue to do so in the future.

Stu Finch – Elixir Events

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Fiona was recommended to me by a colleague of mine, and I am very pleased I made contact with her. She has helped me come up with new strategies and a new way of thinking to help increase my business. Now instead of patchy bookings, the clinic has solid bookings in advance and turnover has increased 30 – 40% in 3 months.

John Cullen – Queen Street Osteopaths

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Fiona has helped us look at our business from a totally different perspective. She has helped us to develop new strategies and approaches and we are working more ‘on’ the business rather than being consumed by it. The staff training we have had has gone very well and the staff have really stepped up and even surprised themselves by what they have achieved. Fiona makes you accountable to yourself and has a fabulous way of working. I would definitely recommend her.

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James Hutchinson – Total Osteo

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Daniel Hunt – Managing Director – Daniel Hunt & Associates Limited (DHA)

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Kirsten Laurence – Managing Director – Proficient Debt Recovery

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Jo Kitchen – Northcross Physiotherapy & Rehabilitation

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I have been working with Fiona just over a year and she has helped me build my business to what it is today. I have had a 75% increase in turnover. I would highly recommend taking the steps to bring Fiona on board in your business. I have come across many business advisors/coaches but no one comes close to the service and hands on approach like Fiona.

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