Social Selling: What it is, Why You Should Care, and How to do it right.
I came across this article on Hootsuite written by Christina Newberry that does a great job of explaining what Social Selling is and how important it is to implement in your practice as an advisor.
Kestler Financial is a huge advocate for Social Selling for our reps/agents. Quite simply: it is the future of marketing. Not mailers, not cold calling or leads. It is Social Selling, and if you’re not it or not doing it enough, someone else is and they’re getting results as we see firsthand.
Some bits and pieces of this article that stood out to me:
First, Christina’s definition of Social Selling,
“It’s an important new approach to selling that allows salespeople to laser-target their prospecting, establish rapport and trust through existing connections and networks, and possibly even ditch the dreaded practice of making cold calls.”
Whenever we mention Social Selling, it gets confused with Social Media Marketing, two very different forms of marketing and advertisement.
“Social selling is the art of using social networks to find, connect with, understand, and nurture sales prospects. It’s the modern way to develop meaningful relationships with potential customers that keep you—and your brand—front of mind, so you’re the natural first point of contact when a prospect is ready to buy.”
Social selling allows agents to develop that Trust, Credibility and Rapport that’s important in an advisor/retiree relationship.
Three main takeaways from a recent study conducted by Forrester Consulting on Social selling:
1. Helps Build relationships
2. Your Clients are already engaged in social buying
3. Your top competitors are already using social selling
The big point here that stands out to me is that as an advisor your clients are already engaging in social buying. So often I hear, “my clients are too old to be on social media”, that is no long the case.
We at Kestler Financial are at the forefront of Social Selling marketing campaigns with several plug and play campaigns on multiple platforms. Give us a call and we’d love to speak you about some opportunities.