Digital selling – how to revolutionise your traditional techniques
As the number of digital tools and platforms geared to drive sales continues to grow, there’s never been a more crucial time to develop your skills and construct a clear digital selling strategy.
A recent report by the tech research company – Aberdeen Group – showed that 72.6% of sales people using digital selling as part of their sales process outperformed their sales peers and exceeded their targets 23% more often than their colleagues.
Here are the some of the areas you should be focusing on to make sure you stay ahead of the competition.
Make the most of your CRM
Understanding your CRM and its capabilities is a huge part of digital selling. Improving your knowledge about social integration with your CRM will help you deliver shorter sales cycles, increasing your sales opportunities, helping you build better customer relationships.
Make sure you know everything about the operational side of your CRM and if you don’t, speak to other departments and find out how you can learn more. Creating reports and extracting insights from your CRM can revolutionise how you operate as a sales person.
Build your own personal brand
If you want to enhance your digital selling strategy you need to start by promoting a persuasive personal brand. It may seem like a lot of extra work and effort at first, but once you’ve established yourself as a knowledgeable individual that people can trust, the rest will come naturally.
Presenting yourself as a conscientious and well informed ambassador of the brand will help build positive customer relationships and will ultimately drive more sales – with customer feedback sites like TrustPilot and Trip Advisor around every corner, you’ll get caught out if you don’t. At the Learning People we work hard to ensure we’re as transparent with our students as possible and treasure our positive customer feedback.
Research, research, research
Social media is an incredible sales tool and if you’re not using at least one social channel to drive sales then you’re missing a trick. Whether you’re selling B2B or B2C, obtaining information about your customer is crucial. Sites like LinkedIn, Twitter and Facebook make it increasingly easy to find out more about your target audience and their needs as a consumer.
And let’s not forget about social data.
Today there are a vast array of social listening tools that can help you find out when your products or services are being spoken about online, so you can discover and approach businesses and individuals that are yet to interact with your brand.
Not only will these tools expand your market reach, they’ll also help your marketing team make more informed decisions when creating sale collateral for your team.
Optimise your social platforms
First let’s talk about LinkedIn. LinkedIn is a social network with an incredible reach and one that generates billions of pounds of sales each year. With over 400 million users spanning across 200 countries and territories, it’s easy to see why this platform is at the forefront of digital selling.
The first thing anyone will notice is your profile picture, so make sure it’s LinkedIn worthy. It doesn’t need to be boring, it just needs to get across the message that you take your job seriously and you’re a trusted individual to buy from, so try and avoid party snaps and poor quality ‘selfies’.
With Twitter you can afford to be a little more relaxed, but remember you’re equally visible to prospects on Twitter as they are to you so be careful – controversial tweets may amuse your friends, but they could ultimately deter prospective clients.
And think about your handle. You may be tall and you may be called Gary – but @BigGazza69 is not the image you want to be projecting when you’re selling. Try and select a handle that is 15 characters or less and reflects both you and your business – if it’s your own company.
Grow your connections
After you’ve maximised the visibility of your social channels, you should focus on expanding your network. If you’re committed to mastering the skill of digital selling, you need to realise that platforms like LinkedIn have no mercy – the most popular profiles WILL be the most successful. People with lots of connections are likely to have a healthy pipeline and those who shy away are likely to have a less fruitful selection.
It may seem like cheating but don’t forget to add the people you know – interacting with colleagues and friends will help you reach out to new prospects as you can look to your second and third degree connections and ask for introductions where necessary.
Keep the customer engaged
Once you’ve grown your social network it’s extremely important to develop an audience focused sales plan. From email outreach and blogs, to info graphics and videos, it’s incredibly important to plan your communication so that the customer is kept excited about your product.
It’s important to have an in-depth understanding of the content on your company’s website so you can send them relevant content that will inform the customer and keep them engaged.
A great way of doing this is by following industry influencers and joining relevant groups. Once you’ve done this you will be able to join in discussions and share content to relevant prospects. Groups are also a great way of keeping up to date with industry trends and insights, which will help you think like your customer and pre-empt and overcome any possible sales objections.
Develop a clear strategy
Every sales person understands the importance of forecasting and defining targets. Digital selling will unlock a whole new realm of metrics that you can analyse your performance on.
Tools like Google Analytics will help you analyse how people are interacting with your website, allowing you to have a greater understanding of how the sales cycle begins – and don’t worry if it takes you a little while to feel comfortable – the data extracted can be so vast, that even the most experienced marketing managers can be left confused.
From digital techniques to industry trends and best practices, our professional diploma in digital selling will give you everything you need to refresh your skills and expand your market reach.
Trusted by the experts Apple, Facebook and IBM, the syllabus covers:
- Social media research
- Sales enablement
- Communications planning
- Digital sales messaging
- Social account management
- Digital sales leadership
Take your career to the next level and join the thousands of students experiencing the next generation of online learning. If you’d like to learn more about the course, get in touch with our team today.