Sales Calls Being Ignored? Time to Get Social
Brace yourself if you’re in sales. The following may contain content unsuitable for delicate egos, offensive numbers if you take them personally, and scenes unsuitable to those trying to find a lead. Reader discretion advised!
According to recent statistics:
It takes an average of 18 calls to actually connect with a buyer these days
Only 3% of buyers trust sales reps any more. The only professions with less credibility include car sales, politics, and lobbying
Call back rates are now below 1%
These stats hurt. But take heart. Customers are still buying; they’re just not buying from traditional sales reps—you know—the sales person who creates a sales agenda around a customer’s problem, and then swoops in to save the day with the “big solution”. Known as “outbound sales”, the process depended on a lot of one-way communication until a customer eventually responded, and then reps had to build, and sell, their case through clever (or tiresome) persuasion.
I’d rather get to know you first
Today’s customers in both the B2B and B2C world are much more likely to find you before you find them. They know their “problem” and have already begun to research a solution, usually online. They are seeking advice, even referrals—but at this point, they are not looking for a conversation or even a meeting.
This new way of buying presents a perfect opportunity for a sales rep to step in to add value by sharing educational content, answering questions, and generally, being a trusted advisor. Then as the relationship builds, they are more likely to be in right place at the right time when the prospect is ready to buy.
These sales stats are much easier to read
Companies that have switched to this kind of “social selling” are seeing results. A LinkedIn survey, for example, found that B2B buyers are five times more likely to engage with a sales rep who provides new insights about their business or industry. Another survey shows that 65% of salespeople who use social selling fill their pipeline, compared to 47% of reps who do not.
So, if you’re struggling with calls that go unanswered and emails that bounce, maybe it’s time to meet your prospects where they are spending their time and get social! Hold back on “have I got a deal for you,” and help them out as a partner on their buying journey.
Let’s be honest - The Wolf of Wall Street is...over.
If you need any help with your Social Media Strategy or a specific social campaign, let us help. Contact Maguire Marketing Group to get your social media presence off the ground and on the web.