In our day to day schedules, we talk to dozens of sales professionals. The way they find us and the conversations that happen all have an underlying theme: the way they sell isn’t working. They come from all walks of life, backgrounds and experiences, yet we’ve observed this dominant theme of traditional sales methods not working anymore.
In every generation there seems to be a shift in buyers and how they are able to gather and analyze information. In today’s world, technology is a major driver in the making of the sophisticated buyer.
Here’s an incredible success story for social selling from inContact. This is why you can no longer ignore this new way of selling:
When I was in corporate real estate in 2004, LinkedIn wasn’t really that popular. We used one specific trigger event OVER and OVER that worked to book new meetings! The concept was simple – call a decision-maker in building ABC, and mention insightful tips about their building & landlord… Then mention that I’m “in their building next week (date/time), and are free at (time) to talk about their upcoming lease”. I don’t know what it was, but CFO’s and Presidents of companies all around Toronto felt abridged to invite you to share your insightful news.