Are you neglecting the one solid sales opportunity for more trendy approaches?
With the popularity of social media outlets like Twitter and Facebook and Linkedin I see a lot of business owners and consultants rushing online like it’s the Old West.
In many ways it is similar to the Old West. It’s crowded and more people are getting rich off of selling “picks and shovels” than actually mining for “gold.”
That’s not to say you still cannot be successful online, you just have to maintain a proper balance when it comes to prospecting and generating sales leads.
“I’m Gonna Be Twitter Famous”
While it would be nice for anyone to get picked up online or go viral in some capacity, odds are it’s not going to happen for a lot of individuals and business owners.
It’s easy to drop more than 2 or 3 hours a day on the line updating your status and promoting your services.
Nothing wrong with being proactive in that manner at all.
There are a ton of different fans and customers out there so it makes sense to try and reach them in as many different ways as possible.
That makes for good business.
“I’m Not Twitter Famous”
I think a lot of new business owners get discouraged when they realize that the fame and fortune everyone touts online really isn’t how it works.
The first problem and disconnect occur when, as I mentioned above, you waste 2 or 3 hours a day updating your newsfeeds.
That’s way too much time to be working on these types of tasks when you have better things to be focusing on (i.e. sales and quality service).
This allows you to focus on the areas you excel at.
If you have the budget and want to save on paying a full-time employee to manage your accounts use a media/marketing firm to manage them for you.
Or, if you’re a solo operation check out a social media management tool like Hootsuite.
The next problem is that because social media is so popular these days they’ve scaled back all their algorithms to reduce audience reach (Fancy-talk for they’re making you pay to reach more of your audience).
That topic is a whole new article in itself, but it’s a reality. If you want to reach an audience you’re going to need a hefty budget.
This is true for Google Ads, Facebook, Twitter and Linkedin.
How to Get Better Results
The formula for success has been around for ages and whether you like it or not you’re going to have to incorporate it in your business strategy.
Yikes. Even after a decade in the sales and consulting industry it still isn’t my favorite thing to do.
But, I do it well and I do it often – and it gets me results.
Instead of spending time trying to go viral or find some angle on Twitter, I’m sending out targeted messages to my potential clients.
It’s simple and it’s effective.
Yes, just like social media, it’s a numbers game. You’re going to call a lot of people and you’re going to cold email a lot of people.
You may see a 5-10% hit rate, if you’re lucky, but it does something very unique (like social media).
It opens up an opportunity for a conversation.
It enables you to get to know your customer and their needs better and that’s the mark of a truly successful sales campaign.
D) All of the Above
Don’t get me wrong here.
Smart business owners know that a holistic approach is the best approach. And you’re a smart business owner, right?
I thought so.
They implement classic sales strategies, as well as new media and search engine optimization for organic search traffic.
This is the most proactive way for you to identify which avenues work best for you, so you can tweak, adjust and refine your campaign and approach.
So, don’t go abandoning the direct approach of calling and emailing your prospects just because you can aggregate, re-tweet or post some content and get some likes.
Brand awareness is vital part of success but last time I checked “likes” don’t pay your bills or overhead.
To your success,
If you’re interested in learning more about these approaches and how to really refine you sales funnel and cycle, and grow your business, you have options! Group or individual consulting and training can help increase your profits – contact us today to learn more.