A UCC lien, or UCC filing, is a notice that a lender has a security interest in one or more of your assets. The term comes from a collection of established rules that govern how commercial transactions work in the United States, called the Uniform Commercial Code (UCC). UCC liens can be filed against businesses…
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Sales management is the application of skills, tools and experience to motivate your team and maximize your sales performance. While soft skills are important, a big part of sales management is also the tools and processes you put in place. This includes the goals you set for employees, and the metrics you’ll use to measure their…
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A sole proprietorship is a business structure owned by only one person. In this type of entity, there’s no legal distinction between the owner and the business — which means 1) the owner is entitled to all the profits of the business, and 2) he/she is also responsible for the losses, liabilities, and debts the…
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We hear a lot about how social media creates brand awareness, establishes you as an expert, and propels your marketing. But what about social selling? Can you actually use social media platforms to close business, especially if you’re in the B2B space? The answer is YES, but know that social selling is an entirely different animal from traditional sales strategies. Think of it like this, you connect on social media, then you educate them about your expertise, then you engage with them to build the relationship and then close a sale.
Simply Be There, and Be Active
The fact that 75% of B2B buyers leverage social media to support their decision making means you have no choice but to have a social presence. Furthermore, a 2014 Google study showed that 46% of decision makers are now aged between 18 and 34 years old which is the largest social media user demographic. So if your target audience is hanging out on certain social channels, you need to be there too.
What does being active on social media look like?
Leverage social scheduling software such as Sprout Social to build a daily schedule of content you want to share. Just remember to go back and check your social accounts a few times to day to share directly and build engagement.
Go for the Relationship First
Sales reps are taught to sometimes be aggressive when it comes to closing a sale, but that won’t cut it on social media. The name of the game in this environment is connecting and adding value. Consider social media like a giant cocktail party. Be more interested than interesting. Don’t be the guy who’s blasting through the party, handing out his business cards without even talking to people. Don’t push people to buy your product. Instead, work on developing relationships. It will take longer to close a sale, but in the long run, you will have more information to make a stronger proposal.
How can you connect to leads and prove your worth?
Services like Kajabi can help you sell more
Professional service providers can productize their expertise with online digital products. Although you can advertise your services on social media, there’s a better way to tap into the people who are plugged into your brand by creating specific digital products for them. You can turn popular content into a sellable product; think about launching a membership site, group coaching program, online courses, or pay-to-play webinars. Can you see your cash flow increasing?
Listen to Your Demographic
You can learn so much if you just listen. By following people in social media you are targeting to learn valuable insights into how to better reach this audience.
Let’s say you sell online accounting software. By following small business owners on social media, you might learn by “eavesdropping” on conversations that many struggle with making enough money to stay afloat, managing their accounting, and being overwhelmed with the amount of work they have to do daily. With this knowledge, you can shape your next sales campaign. You could publish a free ebook that addresses solutions to their pain points. Offer packages for each of their biggest problems.
Here’s how to be a better listener and get the right information out of social media:
Reward social media connections for sharing.
Use a service like chirpify to connect in social and chat to build an online loyalty program. You want to reward customers who engage and share things about your brand across all social channels, not just when they buy.
Use it as Research
Before a sales presentation, dig through social media to find ways to connect. Won’t your connection be surprised at what good attention you’re paying to his activity when you mention that you worked at the same place or ask about his children, after he posted a photo of his son’s Little League championship game. Not only do you want to show that you have personal interest in him, but you also want to glean any details that might shape your presentation
Before your next sales meeting:
Keep in Touch
It’s important to continue to interact with your lead via social media. It takes time to build a trust relationship. Don’t be aggressive (just like with real dating); instead, be subtle. Continue to share his content and commenting where relevant. Monitor what he’s talking about. Social media provides an excellent platform to keep in touch. If you do your job and stay top of mind, he’ll be more likely to come back to you with a business opportunity at some point.
Social selling is an important skill for any business owner to learn. Stop all the cold calling and focus on engaging prospects online, it will change your business.
The quick ratio, also known as acid test ratio, measures the liquidity of a company. It calculates the proportion of a company’s current assets to its current liabilities. The quick ratio is used to determine a company’s ability to meet short-term obligations with liquid assets that can be easily converted into cash. The quick ratio…
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Salary negotiation is tough on the employer and the candidate. Both want to maximize their profit without causing bad blood in the process. For employers, it’s especially tough since you don’t want to waste time recruiting and interviewing a candidate only to lose them during salary negotiations. So, you need a strategy from the get…
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Successful Amazon sellers use an assortment of powerful Amazon seller tools to drive sales and operate efficiently. Your Amazon seller account provides basic tools to manage products and orders, but most sellers quickly realize that to grow on Amazon, far better solutions are needed. That’s where third-party Amazon seller tools can help. You can find…
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There are a lot of ways to market your business, and advertising is one of them. However, it is expensive and can take a huge chunk out of your marketing budget. The good news is there are a lot of ways to get free advertising – you just have to think out of the box…
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If you’re like most new realtors, writing your real estate bio probably sounds about as fun as a trip to the dentist. But once you understand a few key principles behind writing a great real estate agent bio, the process becomes painless and even, dare we say it, fun. In this article, we’ll give you…
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Dictation and voice recognition software helps you to record your ideas hands-free, converting your voice into text on your computer or mobile device faster than you can type, while you’re working on other things, or if you have accessibility challenges. We looked at the most popular dictation and voice recognition software options that covered the…
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