The days of “Always Be Closing” (ABC) are over. In the digital age, the new mantra is “Always Be Helping.” This is the essence of Social Selling.
From Pitching to Positioning
People no longer want to be sold to; they want to be educated.
- Personal Branding: Your LinkedIn profile is your new storefront. If you aren’t sharing insights about your industry, you don’t exist in the buyer’s mind.
- Warm Introductions over Cold Calls: Data shows that buyers are 70% more likely to engage with a salesperson who was introduced through a mutual connection or who provided value via content first.
The 80/20 Rule of Content
To succeed in social selling, 80% of your posts should be helpful, educational, or entertaining. Only 20% should be a direct “ask” or a promotion of your services.
Key Takeaway: Stop looking for customers and start looking for people to help. The sales will follow the trust you build.