Today, no one wants to be sold to, but we all want to buy.
- Nathalia Luque
- Jul 24
- 2 min read
It is clear that the world has changed, and of course, sales have changed too.
But what has really changed is the #customer, their tastes, their preferences, the way they interact, and of course, the way they shop.
Social distancing led us salespeople to change the way we prospect new customers and communicate with them.
We used to attend events, trade shows, visit companies, cold call, and meet with customers in person, but now we have had to accept that things will not be the same. Most likely, we will end up with a hybrid relationship, a mixture of virtual and face-to-face interactions.
While all this was happening, customers have been developing digital skills for some time now that allow them to explore and research thoroughly before making purchasing decisions. Studies show that customers consume at least five pieces of content before contacting a supplier or seller.
And once customers have identified a need for a product or service, they have already decided who to contact.
The question here would be, what am I doing to be visible to my target customer and be present when they make decisions?
This only confirms that the customer is in the driver's seat. Our modern CUSTOMER is digital, mobile, and socially connected, and those of us who do business have to be where our CUSTOMERS are, and that is online. “Chema Vich”
Facing a modern customer means that approaching them cold, often intrusively with speeches about how good and beautiful the products and services I represent are, calling them over and over again, becoming sales spam, does not work.
The modern customer wants to interact with a modern salesperson.
They want to be found where they want to be found: online, and they want value that helps them solve their problem or need.
Given this reality, salespeople must train themselves to use digital tools and channels as means to achieve sales objectives, and that is when #SocialSelling becomes indispensable for using social media as business intelligence platforms.
What would you think if I told you that a salesperson well trained in Social Selling can contact an average of 52 people a day?
If I take that number to a week, it's 260.
And if I take it to a month, it's more than 1,000 people.
And what if 20% of them could be prospects (208)?
And if I get 10% of those as customers (20) per month! Not bad, right?
In conclusion, sales haven't changed; they are human relations. What has changed is how I find and interact with decision-makers.
And social media does NOT sell; you are the one who sells!
Nathalia Luque She has realized that the world has changed and that we have to adapt. To get different results, we have to do different things.
That's why she works to be a leader in #SocialSelling, helping people and companies understand and measure the power of a good digital strategy with a good execution plan.
You can follow her at www.linkedin.com/in/nathalialuque
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