Of the 12 million-plus e-commerce stores, only 8% will have sales greater than $1000 a year.
Every business wants more growth.
The other 92% will probably say they want to
- Be seen more.
- Be heard more.
- Be trusted more.
- Engage more with their future ideal buyers.
Regardless of industry, size, location, winning new business starts with visibility and awareness.
How often have you heard someone say – I never knew they existed.
But none of this is new.
Complexity is.
Gartner says ‘Commercial leaders are turning to digital as a competitive differentiator, with 86% planning to increase digital investment in 12 months.
The tectonic changes in commerce have sped up with a post and pre Covid world.
One director explained their current approach to winning new business. I have condensed the information for brevity reasons.
This is the old world.
We actively pursue (ABM) using human and marketing assets in a small list of businesses.
We target using
- Brochures, pdfs, case studies,
- Paid advertising, retargeting,
- 21-day email sequence,
- Salespeople use a range of techniques to get in front, including the combo approach,
- The combo approach is phoning, voicemail, SMS, social media messages – all within two minutes.
It is about disrupting the target business’s leadership with a daily pattern of carpet bombing from every possible angle.
All of these steps are pre-pandemic thinking.
How is it working out for you – I ask?
It is not working – was the answer.
We have a reducing sales pipeline – it is now alarming.
I have been a fan of Tim Hughes’s writing for some time.
He is the co-founder of DLA Ignite and has written books on #socialselling.
“The problem with the name “social selling” is that people think that this is selling on social.
All these pitches that you get on social are not social selling, they are spam.
The other thing you need to know about social selling is that this isn’t about “putting out some videos” or “putting flowers on your profile” or “going viral”.
It is about revenue, EBITDA, winning business from the competition and having a competitive advantage.
So who’s social selling?
Bank of America’s Merrill Lynch has banned cold calling and have moved all their people to social selling.
The CRO (chief revenue officer), Richard Eltham of Namos Solutions, posted a comment on LinkedIn about social selling. See here.
Social selling is not an option now it is the way of the world and you either learn and execute it or fear getting left behind.
What sort of results can you expect?
If you check out this video of Chris Mason CEO at Oracle reseller Namos, fast forward to 19 minutes 55 seconds. Chris talks about a $2.6 million win from being on social, after completing the DLA Ignite social selling and influence course.
What happened? The buyer was on social media looking for a solution to their problem, spotted one of the Namos salespeople, who had a buyer-centric profile and asked if the salesperson could help them. That turned into a $2.6 million deal.
Is your business ready to join the Social Selling Economy?
We now live in a Social Selling economy.
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Increasing your share of voice and engagement – maximises influence, revenue and market dominance.
The average results are
- 2x more organic posts,
- 144x more engagement with your future buyers,
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- 1/2 the price of our competitors.
- Delivering influence, revenue and market dominance.
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Immediate results.
If you have read this far, thank you for your attention. This means a lot. I hope this helped you even a little bit in better making sense of this topic and if it did please share it with a friend who might also benefit from it.
Thanks for reading,
David
