One secret to success is to always be willing to mix things up. Learn something new. Be FEARLESS in the face of change.
Enter social media and technology.
It’s amazing to me that in the short time it has taken to sell out of the first printing of this book, social media and technology have impacted the way we communicate in so many substantial ways that there was NO WAY we could reprint without spotlighting this important topic.
So, as social media and integrated technology go, you probably fall into one of four groups:
1. You’ve GOT this. You use it not only for personal connections but also totally understand the amazing potential in your business. You are definitely wired for success, especially for SALES. You have found social media and technology applications to be an amazing resource for providing networking and business opportunities, as well as a way to stay in touch with family and friends.
2. You love social media... but it’s PERSONAL. You’ve got your smartphone, you have apps galore, and you know how to use them. (Just NOT while driving.) The leap from personal to professional hasn’t quite taken place yet. However, you are social media savvy. You’re a quick learner, and you’re willing to give everything with merit a whirl—RIGHT?
3. You SORTA, KINDA, one–of–these–days–I’ll–get– around–to–figuring–it–out understand social media and technology. You’ve got a Facebook account. You occasionally go on there, say hi to your buds from high school, sneak a peek on the kids or grandkids, and post some cool vacation pics. But other than that? Yeah, it’s not your gig. And that Twitter thing? Um, no. Foursquare? Never heard of it. Fan page? Huh? You’re in “the loop” but not sure about stepping your internet “toes” into the competitive waters of social business applications.
4. You sound something like this, “Nope. Not going to. You can’t make me! It’s a waste of time!” You don’t like it. You don’t need it. You don’t want it in your life. You don’t see the point. And, frankly, you’ve got enough on your plate with emails and voicemails—you couldn’t POSSIBLY add another thing to your very busy life. At least that’s what you say on the OUTSIDE. Inside, you’re a little intrigued. You see some benefits, you’re hearing the talk, you might imagine the connectivity, and maybe—just MAYBE—you’re even thinking this might be something you should be doing too. But it’s OVERWHELMING. Not the right time. Not sure where to start. Can you? Will you? Should you? I get that.
The truth is? There are many jobs where an understanding of social media and technology applications are not a NECESSITY. (But even those are few and far between now.)
But SALES? Social media’s a haven for opportunities to stay connected with your customers—who enjoy and use social media as a means to share information and resources.
“None of my customers even know what social media is,” you say? I have two things to say about that. One, you may be right… at this moment. But that is going to change really quickly. And when your customers DO begin to use social media, will you be up to speed and ready to go? Or sitting on the sidelines with no idea what they are even talking about? Use this time to LEARN.
If you want to stay in the game, youmust stay ahead of the game.
And two, I know tons of salespeople who ASSUME their customers don’t use social media, but they are so wrong. We tend to believe that just because we still like to leave voice messages or send emails, that those ways are everyone’s preference. But have you asked your customers? You’ll be surprised at how many women (and guys, too) find social media to be useful in many ways— especially when it comes to learning about great products.
Know this! Social media is NOT a fad. It’s not hype. It’s not a silly little hobby where people just sit around coffee shops and talk about their awesome vanilla lattes. And more importantly?
Social media is not going away.
An understanding of social medianetworking is now a CREDENTIALsalespeople MUST have if they want to stay relevant, increase sales, andof course, SELL MORE TO WOMEN!
Look, I’m not suggesting that you HAVE to be posting, Tweeting, or checking in ten times a day, but I am saying that forward-thinking sales professionals need to at least UNDERSTAND how social media works so you can make a clear, educated decision as to how it might possibly fit into your business plan for increasing your success in SALES. You simply can’t stay in sales and just hide your head in the sand when it comes to staying current and relevant.
BOTTOM LINE? It is NOT up to the customer to figure out how to communicate in the way that is most comfortable for the salesperson. It is up to YOU to figure out how to communicate with the customer in the way that is most comfortable for THEM. That is what true customer service is all about. When you stop learning about the new, advanced, unique ways to communicate, you stop becoming relevant to your customers—especially women, who LOVE to communicate and share. In fact, I believe that AGING truly begins when we decide to STOP LEARNING—when we consciously CHOOSE to distance ourselves from the younger generation and new ways of thinking.
So let’s take a look at the real scoop on social media and women. Surveys show that over 50 percent of women participate in social media once a week or more. And they certainly lead the guys when it comes to turning to social media for buying recommendations.
Why is that important to you as a salesperson? Because women are asking questions about products; sharing information about favorite brands (and least-favorite brands); referring services, products, and SALESPEOPLE (that’s YOU!); and giving amazing customer feedback about sales experiences. As we will discuss later, women LOVE to rave about great experiences—and often that means SHOPPING and BUYING. (Two of your favorite things, right?)
And now? With the ability to share “one-to-many” in a key-stroke, social media has become the powerhouse equivalent of a billboard, radio spot, TV commercial, and newspaper ad—all rolled up into ONE VIRILE AND AMAZING SELLING PROMOTION for YOU and your product/service. And it’s FREE. Now that’s POWER in sales. (Kind of makes sense to get on board, huh?)
Unfortunately, most businesses and business professionals aren’t prepared. Many companies and salespeople I speak to tell me that they have no system in place to track social media feedback. Therefore, they are NOT taking advantage of all the valuable information—both negative and positive—right there in front of them that could help market their brand, improve their product, measure customer satisfaction, and increase market share. THEY ARE LEAVING MONEY ON THE TABLE. And you might be as well.
Look, I was no exception. But when Facebook and Twitter took off, I knew I had to get on board! There was no doubt in my mind that I could not simply refuse to be a part of this business and sales phenomenon. So I grabbed a twelve-year-old (well, almost twelve), sat down, and said, “Teach me how to do this.” I made it a priority to figure it out. I totally understand that in sales we have to be SMARTER than our customer, not lagging behind.
Now? I love the possibilities. The opportunities. The connections. How do I use it in my business? EVERY time I finish speaking, I check out what my audiences are saying about my presentation online. Talk about IMMEDIATE FEEDBACK!