Digital selling encompasses a variety of different communication channels. Whether it’s via social media, texting, email, or video, a great digital seller has to be agile and willing to use whatever medium their prospects and customers prefer. Why is that so important? Lori Richardson shares her thoughts in this episode of Sales Reinvented!
You have to be able to prospect digitally. You need to do value proposition work. You need to be able to connect well with people. Then you need to build your communication skills and tools to have ongoing conversations to build trust with your buyer. You must help them with services you offer—or don’t. You want to help them in any way you can, even if it means referring a prospect to someone else.
Lori believes there are some key sales competencies that aren’t based on personality that must be mastered. These traits help people sell more:
These things are critical to successful selling.
Do you have a solid methodology and process in place? Are you engaging in tasks that lead to closing sales opportunities? There are thousands of tools available for marketing and sales success. Lori emphasizes you must master social selling and video, know how to follow prospects and clients on social media, and learn how to use fundamental tools like Sales Navigator.
What are Lori’s digital selling tips?
Lori helped a company that had found her virtually and reached out through texting. By returning their texts, Lori answered enough questions that they felt comfortable having a phone conversation. The phone conversation led to Lori offering them some services. That turned into a solid six-figure deal. It all started with texting. They turned out to be a great client that Lori still works with today.
If someone emails or calls, Lori responds immediately. If you get back to people quicker, you have the highest chance of closing business. Even if you just schedule a time to talk further, people are blown away. Likewise, if texting is your client's preferred mode of communication, by all means, text them.
Audio Production and Show notes by
PODCAST FAST TRACK