Social selling. It’s the new way to sell, right? Wrong. No, right! Wait! Which is it?
Well, that’s why I’m writing this article. It seems there’s quite a bit of confusion around social selling these days. And I’m here to crack down on these common misconceptions.
So, let’s make sense of social selling together.
3 Social Selling Myths for Anyone in Sales
Let’s jump right in.
Myth #1: Social selling is just online advertising.
This is perhaps the most common social selling myth. And I hear it a lot in the sales world. “Isn’t social selling just online advertising?” No, not exactly!
In fact, I’d argue that online advertising is a purely marketing function.
Social selling, on the hand, is all about salespeople. It's when salespeople (or business developers) use social media platforms to interact directly with suspects, prospects, and even customers and clients in many cases. True social sellers provide value to their network—they’re not spam artists! They communicate, answer questions, and provide assistance, help, and share content wherever possible.
Myth #2: Social selling is hard.
Getting out of bed in the morning is pretty hard sometimes but we do it, right? Social selling is kind of like that when you first get started. If acclimating to social selling feels like a Monday morning, give it time. It will get easier and will feel more natural as time progresses.
If you’re getting started, begin by making some goals for yourself. For example:
- Reach out to 20 new people each week
- Comment in each of your LinkedIn groups once per week
- Respond to questions and comments 3 times per week
- Share helpful content on a weekly basis
- Create a new LinkedIn article every other week
- Prospect for new leads every morning for 30 minutes
These are just some ideas to get you started, but be creative! Think about which activities will lead to better relationships with your prospects and customers.
Myth #3: Social selling is for people with lots of time.
I don’t completely disagree with this! It can take a lot of time. But that doesn’t mean it has to! If spending 20 hours a week on social media commenting, liking, and sharing posts doesn’t move the sales needle, then you’re likely spending too much time on it.
With that said, keep in mind that there is a J-Curve to social selling. It’s going to be more work in the beginning. Once you create a process for yourself and follow that process, tweak it, and find your sweet spot—you’ll be set. But in the beginning, you might feel like your spinning your wheels.
As with the last point, it’s all about planning. Once you’ve created your goals for social selling, create a time block that reflects the time you’ll spend.
Need help creating a time block. Download this complimentary guide—Time Management: How to Create a Time Block in 5 Steps.
Have other social selling myths that you’d like me to dispel? Throw me a comment below.