3/22/2024-Social Selling

Theoretically, you only need the power of your imagination and preparation to manage prospect perceptions and buying inclinations. Instead of laptop skills, you need conversation dexterity.

There is no such thing as social selling…selling is selling, no matter where you and your customer are.

Yes, your meeting management approach will differ if you’re meeting in an office versus outside. Still, you can’t afford to waste even one second of interaction time with your customers.

While personal bonding is important at the game or salon, be careful not to overdo it. Carve time for business as you may not see that buyer again for a long while.

Create a social agenda blueprint you’ll repeatedly use when you’re out for coffee, on the course, in the spa, etc.

The agenda construct you’ll build for social interactions is not the same as an office or video meeting agenda. It’s a mental blueprint for how you’ll manage the conversation.

Your social selling agenda should include prep for things like…
> Guarding against runaway chatter about their son’s traveling soccer team, and,
> Helping you frame your value proposition into a story that can be shared casually.

The art of persuading another human being to buy your product or service is nuanced and sophisticated.

Theoretically, you only need the power of your imagination and preparation to manage prospect perceptions and buying inclinations.

You don’t need a laptop.

You don’t need a conference room. (Nor any formal workplace.)

And certainly, you don’t need your manager by your side.

You merely need an engaged and willing audience to listen to your ideas.

Extra mental prep should go into social selling so you can manage the numerous variables you can’t predict. What if the client shows up late to the game and pre-game chat time has been lost? What if the client spends the first part of the lunch telling tales of boyfriends and dating?

While you may think it’s good to listen to your customer complain about her boyfriend, in the back of your head, you should be worried that your competitor just had a meeting with your customer …in the office.

DO NOT take your customers to a Waffle House!

As you’ll see in this LOL, gritty 3-minute SNL skit, those eateries can be a hard place to talk biz.

To execute a solid social business agenda, you need a place without as much drama.