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Is Social Media Killing Our Sales Skills?

Recently, I spoke to an organization that spent an ungodly amount of time, energy and money on Social Media to create Lead Generation. So my question was, “Now what?” they said, “What do you mean?” I said “Okay, so you got a whole bunch of people calling you or contacting you through a web form, email etc. How’s your closing ratio?” They looked at me like I had three heads.

The issue is a simple one, just because we believe that we have found a new way to generate business, it is not generating business…alone. Lead generation is Interest; lead generation is getting people to the door. Are they coming over the threshold and are you closing the door behind them? That’s a very important step. One without the other will result in no revenue.

 

Between Twitter, LinkedIn, Facebook, Google and Bing ads on any of the Social Media sites, or email-marketing powerhouses like Infusionsoft, amongst other things we do today to build leads is it really working? That’s one question. If we’re doing all of the things that we need to do in Social Media and all the ‘white noise’ is going out, what is it bringing us? Well, it should be bringing us Leads. It should be bringing us Emails, filling out contact Information or a website, web forms and phone call, and if that’s happening, Great you have reached step one. This is a very important step but it is ONLY step one.

The million-dollar question is “Now What?”

It’s important to make sure that we know once people contact us or when we return a request call, we are using the right process to follow up from any kind of lead generation that we get. Are we setting some ground rules at the beginning of the conversation? Are we asking well thought out open-ended questions to engage them and truly understand their needs? Do we have a true picture of all of this before we have the cost conversation and do we clearly understand the next step and what that means as opposed to just “checking back” or “following up” with them?

We often have the naiveté to assume that If they are calling they are already primed to buy. This couldn’t be further from the truth. You don’t have a relationship built nor is there is not a true understanding of your product or service. There was just some low level of interest that got them to contact you. Is it better than you calling out cold? Well certainly it is but you still needs the same attention to your sales process as you always have. Getting somebody to call you is only the beginning. So, what are the other steps: What are we doing when we contact them or they call us. Are we using the process properly? Here is what we typically see.

 

When we get them on the phone, they will typically ask you a simple question that I call a “Wall Question” which is they put up a wall and the question sounds something like this “Hey, I see you guys sell widgets. Can you tell me if I bought a hundred widgets what that would cost?” and we say, “Sure, let me look. What can of widgets you are looking for?” “We’re looking for widget A or widget B.” “Okay well, widget A would be $75,000 for a hundred widgets and widget B would be $82,000. “Oh, that’s a lot of money. “Well, maybe I can do a little better.” You negotiate a price and they say “Okay sounds good, ah we’ll call you back” Or “Sounds good, can you send me a proposal / price sheet/ some more information?”

 

We get their email, we send that information in writing and cricket, we never hear from them again. We try to contact them back, they don’t contact us. We try to call them, they don’t take our call, and we leave messages.

Sound familiar? Of course, it does. The same situation that happened before when you did your prospecting more proactively occurred. Prospecting hasn’t changed. Sales and the sales process haven’t changed just because they’re contacting you. In fact, I would say that it is more difficult now because we are not as on top of our game since they contacted us we feel it is a ‘hot’ lead.

Not only do you need to do a good job on working on the sales process in closing the sale, you need to do a better job than you ever have before because remember, they have control. They’re the ones that are calling you but they’re also calling your competitor. So they’ve done a little homework, they know who’s out there and they know what the pricing is out there. That’s where the sale process comes in. If you don’t have a process, you’re going to fail whether they’re lead generating through Social Media or not.

 

 

Greta Schulz is President of SchulzBusiness, a sales Consulting and Training firm. She is a best selling author of “To Sell IS Not To Sell” and works with fortune 1000 companies and entrepreneurs. For more information or free sales tips go to www.schulzbusiness.com and sign up for ‘GretaNomics’, a weekly video tip series or email sales questions to greta@schulzbusiness.com

Are Hiring Millennial’s in Sales the Right Move?

 

“I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” said Matt, the sales director of a ___ Business. “I hired a few of them and they just aren’t engaged, they just seem board.”

 

Well, they probably are board. Today this age bracket (18-35) looks at things completely different from some of us more experienced in business. Even one generation before can be a black and white difference to this generation.

 

According to a study from UNC’s Kenan-Flagler Business School and the YEC, Millennials are highly ambitious, with a majority placing an importance on jobs with chances for career progression, personal growth, as well as freedom and flexibility. Millennials prioritize value and meaning in their work over money — if their jobs are aligned with their passion, they will go the extra mile.

 

We need to relook at whom we hire, how we hire and how we train these recruits. Our interaction with them will need to be interactive and fluid.

This generation has had more freedom, which they crave. If we try to put them into your corporate “box”, you will probably fail.

 

The Entrepreneurial Spirit  

 

Business leaders say they want creative thinking. Do they really? One of the challenges in hiring this young, free spirit, creative thinker is watching them do things so differently then we did. Often companies aren’t willing to make internal changes to create this type of environment because it often seems uncomfortable or even wrong. Letting go of the past and the way it used to be is a big part of getting the most out of this generation.

 

I have been trying to get organizations to hire salespeople that could be true “intrepreneurals” meaning an employee of the organization with a true creative entrepreneurial spirit. To get this kind of creativity and spirit it will be important to give them an environment they can thrive in.

 

The characteristics most associated with entrepreneurs are; self-motivated, creative, have initiative and risk-taking. They tend not to fit inside the rules and bend them often to make things happen.

 

Do we want these characteristics in our sales organization? You bet.

 

 

 

Create the Right Environment

 

So what do we do? Here are some changes you’ll need to make by creating an environment they can thrive in;

• Look on Social Media for candidates. Today these candidates are looking in the non-traditional places; Linkedin, Facebook, twitter, Instagram and glassdoor.

 

• Create a casual, open environment that encourages open communication and out of the box ideas. Be open to change the rules if there may be a different way of doing something.

 

• Let them communicate with technology, even if you wouldn’t. This is how they really do communicate. Their first choice may be to put something in an email and not in person, let it happen.

 

• Use flex-schedules. Don’t hold them to a 9-5 check into the office requirement. Give them the goal and very long leash to get there.

 

 

Make sure you are creating this environment. Today this generation checks you out in lots of different ways. One of the most popular sites is glassdoor.com. A critical consideration for candidates today since this job and company review site began.

 

Millennials are much more productive than they are given credit for. They know how to use technology efficiently, they are completely invested in work when it aligns with their passions, committed when their contributions and ideas are encouraged and recognized. They are also superior at communicating your brand – These make them natural recruits for top talent. There are lots of good reasons to hire them.