The Truth About LinkedIn Social Selling Software
If you send a real message of thanks to someone who commented on one of your posts, will they see the headline and assume it as another piece of app-generated spam?
That's the harm, brothers and sisters.
It's a Plague
“It's a plague that has affected too many sales organizations,” says Blake J. Harber of Lucid Software Inc. “The plague of social selling and email only strategy. I'm sick of it. I'm sick of hearing about it.”
After providing a summary of his team's recent, non-social-selling achievements, Harber offers prescriptions to cure the plague: Train your team how to cold call. Give them a vision and a means to forecast to it.
“Build a forecasting tool based on their personal numbers that breaks down every step of the sales process. You can track these from closed won business down to the very first cold call. This way they can adjust their goal & see exactly how many calls they need to make weekly/monthly to hit their goal.”
Johnston says, “The hot tactic I see in social selling is the trigger ploy where someone tries to leverage a 'Congratulations!' on your new job/work anniversary/birthday into something that is more than a 'Congratulations.'”
Johnston also explains that it has gotten to the point where one of his connection's inbox got so clogged with garbage congratulations that he ignored all messages.
“Now he has stopped using LinkedIn messaging period,” says Johnston. “He showed me his inbox the other day, and was quite proud it now had over 500 unread and never will be read messages.”
A Blended Approach
“Don't get me wrong, I am a huge fan of 'social selling.' But I believe in a blended approach,” says Harber.
In reaction to Harber, Marc Zazeela of APC Postal Logistics says, “The plague is more like fear of the phone. So many sales pros fear it because they have not been adequately trained. True, you can send more emails, more quickly, than you can make calls. The key is in the effectiveness.”
I may get in trouble for saying this, but these days any fool can dupe a potential buyer into listening to their message. Grabbing at attention and promptly losing it is relatively easy.
The money is in interruption.
Success in sales is about potential buyers stopping, and not just listening—asking for more details about what you just said.
Asking, essentially, for another date because they became curious. Because they were provoked by what you just said. Your interruption was graceful and effective.
What has your experience been?