Learn about subtle outward public signals that can give you clues to when a prospect is more likely to be interested in your product or service. Explore ways to identify how to find the clues that indicate a prospect is ready to buy.
- When I was in college, I had 100% commission sales job one summer selling pest control door-to-door. It was a tough job, but I quickly learned a tactic that helped me pinpoint potential customers with a much higher likelihood to buy. So I walked up to the door, I'd look at their porch, and if I could see spiderwebs, I knew I had a much better shot at closing the deal. Spiderwebs were a signal. A bit of information that helped me understand a potential customers situation and needs. Now, social networks are full of signals, and if you look closely, they can help you know if a prospect is ready to buy your products. The most critical signals you can find on social media will depend a lot on what you sell and which social network you're looking at. I'm going to walk you through a few examples of social signals that I've seen reps have success with, but know that there are way too many kinds of signals to cover them all here. Okay, start by really taking a close look at a prospect's profile and what they've been posting or sharing lately. Ask yourself, "What new thing have I learned about them "and what does it tell me?" For example, if you notice that a key prospect has only been at the company you're targeting for just two months, that could be a positive signal. Often when people change jobs or get promoted, they reevaluate their team, technology, and vendors. A new leader is often eager to shake things up. So that might be a signal for you that they are ready to buy. Now, this may sound crazy, but there are people who openly ask for product recommendations or discuss their intent to buy on social media. That'll often give you the in you're looking for. Another signal to be on the lookout for is news around the person or their company. Was a key prospect quoted in a press release? Did their company recently raise a financing round? Or did they just have layoffs? The different answer to each of these questions could mean it's time to reach out, hold off, or maybe just approach it in a whole different way. Even if you don't always find a signal about a prospect that indicates a high likelihood to buy, going through this process will help you be more relevant and personal when it comes time to make contact, because you know so much more about them. Since your competitors might be watching this video as well, I have to warn you that one of the best ways to differentiate yourself is speed. Many signals are less relevant as time goes on. Buyers prefer to talk to salespeople when they are ready to buy. You could be more relevant, timely, and effective if you take the time to look for those spiderwebs, I mean, signals that are hiding in plain sight across social networks. Take two minutes. In the search bar on Twitter, type "recommend a," and the name of the type of product or service you sell where I have put "CRM." That'll show you if anyone is asking for recommendations right now. And you may just be able to close that deal.
- Recall three characteristics of a customer-centric profile.
- Learn the steps needed to build a customer centric profile.
- Identify three strategies for becoming a thought leader on social media.
- Discover strategies for positioning yourself as a thought leader in your industry on social media.
- Recognize the two types of buyer intent indicated by social data.
- Recognize the different signals of buyer intent on social media.
- Identify the version of LinkedIn designed particularly for salespeople
- Navigate the various social selling tools that can accelerate your journey.