How to Get Engaged Prospects to Buy
Think about it in your own life. Have you ever found yourself suddenly more equipped to make a purchase based on knowledge you suddenly became aware of? Think about it in your business, outside the Internet. Do you publish whitepapers, magazine articles, or other self-diagnosis tools to help customers become more clear on problems, avoid risk, or exploit unseen opportunities? Are you doing it in ways that occasionally connect with your products or services?
Beware: Just like cranking out whitepapers or information-dense brochures, earning sales takes more. Success requires relevancy and earning response from customers. That means making a habit of inducing customer behavior with every tweet, post, or update you make on social platforms. And that takes a plan, a designed system of question-and-answer driven interactions.
Beware of the Digital Charlatans
As I discuss in the June edition of Target Marketing, beware. Paradigm shifts and "total game-changers" are a goldmine for gurus and self-appointed experts pushing flash-in-the-pan software, books (Full disclosure: I wrote a social media book) and consulting services. There's nothing wrong with making a living, but beware of misguided advice designed to scare otherwise rational business people into making irrational, hasty investments and spending money on ideas that don't work.
Successful social sellers understand that the difference between fooling around on social media and selling with it relies on a return to the basics.