Meet Our “Influencer of the Week,” Leslie Venetz!
Leslie is the Founder of sales consulting company, Sales Team Builder. As a 3x Head of Sales with 15 years of B2B sales and leadership experience, Leslie is committed to transforming sales into an inclusive, respected profession.
The best way to become an excellent social seller is by not selling. If you’re connected to folks with an enviable social presence, you’ll notice that they rarely use their platform to sell. Instead, they talk about the problem their product or solution solves. They talk about their passions that are unrelated to what they sell. They share expertise and inspiration. They invite their followers to attend free webinars or download free resources they’ve created.
They create a community that trusts them and their opinion. I understand that many of you have social selling metrics to hit in the form of InMail’s sent or connections made. How can you hit your sales metrics without selling? Making deposits & engaging with content.
For sellers in frontline roles, I encourage you to post at least once a week, preferably three times a week or more. Post does *not* mean resharing content from your company. It does mean, at least once a week, sharing a thought, a story, or a bit of advice.
If you’re reading this and thinking, “no, absolutely not Leslie”. Posting is not in the cards. Set a target for engaging with other creators’ posts. Engaging is *not* hitting the like button of voting in a poll. Engaging is leaving a funny, educational, or thoughtful comment.
For direct outreach, lead with deposits before making asks. Deposits [or gives] should always be valuable & relevant. Deposits can look like offering to make an introduction, sharing a free ungated resource, or sending a link to an article that you thought they’d appreciate. To get the attention of the modern B2B buyer, you need to earn the right to their inbox.
What can you do tomorrow to become an excellent social seller? Stop selling. Replace those selling activities with a focus on creating content, engaging with the community, and keeping the buyer at the center of what you do by leading with valuable deposits before asks. Happy Selling!