Ah, the end of the year. A time when sales professionals do one of two things. Break out the champagne to toast their many successes, or run to Costco and stock up on self-pity cases of multiply tissue. Either way, the annual sales revenue review involves two things; you and your customers. How well did you do?
In a recent blog by Seth Godin, he asks “Who is your next customer?” He suggests doing a little soul searching “before you spend time on tactics, technology and scalability.”
Begin with how you view your customer relationships.
How much do you know about them?
What is your approach with your buyer?
Is there a sincere trust factor?
What changes do you propose, what can you offer that is different?
Social Media gives sales professionals (even traditional, mature, ones like me) channels to gain “sales intelligence”.
A company’s web or blog site provides outsiders a peek in. Check out their management, goals, and achievements.
What are they saying?
What conversations are going on?
Go onto their Facebook page. Who are their connections are? Most if not many, are their clients.
Who is buying their products and services? Become friends with your buyers on Facebook, LinkedIn.
The more you learn about your buyers, the easier it will be to connect with them on different levels.
Information is knowledge. Social media are tools for sales professionals to gather intel easier, faster, then use it in your sales process.
Who knows, maybe you’ll even pick up a few new client “friends” along the way and use less tissue in the process.
If not, try hankies, they’re better for the environment.