THIS WEEK: Social Selling conclusion; Threshold…why people choose wrong
Fanatical Prospecting by Jeb Blount Chapter 13
“Here are two questions you must constantly be asking yourself as you engage in social prospecting: Does my presence online support my efforts to build my reputation as a sales professional who solves problems and can be trusted? Does it help people become familiar with my name and brand in a positive way?
The primary, top, number-one reason why you should engage in social selling is to improve familiarity and build trust.
I’m constantly shocked at the shameful way some salespeople manage their social media image. The most common mistakes are: Poorly written profiles Incomplete and outdated profiles Unprofessional photo or no photo Extremely opinionated political or religious postings and discussions TMI—too much information about personal issues
Consistency Social prospecting is a grind. It takes work. It is not easy, simple, or automatic. Getting value from and adding value to the social channel requires consistent, focused, and regimented discipline. Consistency is crucial. Social doesn’t work if you show up some of the time. You dilute your efforts if you are random and hit-or-miss.”
Revisit a concept called Threshold:
I have listened to 2 presentations by Malcolm Gladwell, a pretty smart looking guy. One was on school shootings…a pretty sobering topic. The other was on free throw shooting…a pretty ridiculous topic. What they had in common was the impact of a concept known as Threshold.
Mark Granovetter: Threshold Model of Collective Behavior
This American LIfe: Episode 590 Choosing Wrong (9:00 minute mark)