Sales is the life blood of any organization. And the lifeblood of any sales operation is a steady flow of prospects. Unfortunately, this is where sale people start to get confused with what brings success.
One approach is to harvest every stray name, phone number, email address, twitter follower, Facebook friend. I call these people collectors. They collect contacts and like a bill collector, they are always hunting you down for money.
The second approach is more social. These sales people listen to people, talk to people, and meet people. They put faces on their contacts. They have people following them. They don’t have to have collect people–people collect them.
The magical difference with a social strategy is you are a leader. You more often than not are leading people to the sale, not dragging them there.
The other amazing thing about social selling is that over time your contact database is likely to be twice the size of the collectors. And more will be adding themselves everyday.
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About Bill Rice
