Six Ways to Succeed at Social Selling
Like it or not, we’re all in sales now.
Whether you’re a full-time sales person or a “non-sales seller”, as Daniel Pink says: “we’re all in sales now.”
Simultaneously, we are also all getting onto social networks in droves. The problem is, traditional selling methods and tactics don’t work well in the new, virtual spaces where we are conducting many of our business relationships.
Social selling is a set of adaptive behaviors that can help us “sell” our products and our services – even ourselves – in online social networks without coming across as pushy or “salesy”.
Here are six ways you can succeed at social selling:
1. Connect with your clients.
This is the most important group to connect with in social networks precisely because they are already your clients. They have already placed their trust in you and people like recommending who they do business with because it validates their original decision. Plus, if you’re not engaging your clients online, who is? Social selling is about deepening client engagement.
2. Connect with your respected peers and centres of influence.
Most businesses operate in an ecosystem of other businesses and influencers. Aligning yourself with the most highly respected peers in your space increases your visibility and profile. Social selling is about building a community around your business.
3. Connect with high-value prospects.
You should be connected with every one of your high-value prospects on LinkedIn. You should connect with those that are also on Twitter or other social networks as well. That way, you can get to know them and see what they are interested in and they can be notified when you share something of interest. Social selling is about building relationships first.
4. Share valuable content regularly.
If you are connected to your high-value relationships in social networks, then sharing great content becomes a way to add value and stay top of mind. Curate and “aggressively” share great articles on LinkedIn, Twitter and Google+. Tune into the data and take note of what your audiences are interested in reading, clicking and sharing. Social selling is about sharing and adding value.
5. Pay attention to your clients, peers and prospects.
Social networks facilitate conversations and conversation are always two-sided. You know how great it feels when someone likes, shares or comments on your content? Well, give that feeling to your network. You get as much or more from your network when you pay attention to them as you get from desperately trying to get them to pay attention to you. Social selling is about giving in order to get.
6. Publish your subject matter knowledge widely.
There are many, many places to share your knowledge and you should be using as many platforms as possible. Publish to your blog. Publish variations on these articles to Linkedin. Do you have a good slide deck? Then, publish it to Slideshare. Your PDF white papers will also work well on Slideshare. Social selling is about sharing what you know in order to help people move through the sales funnel.
Rosie the Robot, Amazon, and the Future of RAAI
Written by: Travis Briggs, CEO at ROBO Global US
It’s tough to find a kid out there who hasn’t dreamed about robots. Long before artificial intelligence existed in the real world, the idea of a non-human entity that could act and think like a human has been rooted in our imaginations. According to Greek legends, Cadmus turned dragon teeth into soldiers, Hephaestus fabricated tables that could “walk” on their own three legs, and Talos, perhaps the original “Tin Man,” defended Crete. Of course, in our own times, modern storytellers have added hundreds of new examples to the mix. Many of us grew up watching Rosie the Robot on The Jetsons. As we got older, the stories got more sophisticated. “Hal” in 2001: A Space Odyssey was soon followed by R2-D2 and C-3PO in the original Star Wars trilogy. RoboCop, Interstellar, and Ex Machina are just a few of the recent additions to the list.
Maybe it’s because these stories are such a part of our culture that few people realize just how far robotics has advanced today—and that artificial intelligence is anything but a futuristic fantasy. Ask anyone outside the industry how modern-day robots and artificial intelligence (AI) are used in the real world, and the answers are usually pretty generic. Surgical robots. Self-driving cars. Amazon’s Alexa. What remains a mystery to most is the immense and fast-growing role the combination of robotics automation and artificial intelligence, or RAAI (pronounced “ray”), plays in nearly every aspect of our everyday lives.
Today, shopping online is something most of us take for granted, and yet eCommerce is still in its relative infancy. Despite double-digit growth in the past four years, only 8% of total retail spending is currently done online. That number is growing every day. Business headlines in July announced that Amazon was on a hiring spree to add another 50K fulfillment employees to its already massive workforce. While that certainly reflects the shift from brick-and-mortar to web-based retail, it doesn’t even begin to tell the story of what this growth means for the technology and application firms that deliver the RAAI tools required to support the momentum of eCommerce. In 2017, only 5% of the warehouses that fuel eCommerce are even partially automated. This means that to keep up with demand, the application of RAAI will have to accelerate—and fast. In fact, RAAI is a key driver of success for top e-retailers like Amazon, Apple, and Wal-Mart as they strive to meet the explosion in online sales.
From an investor’s perspective, this fast-growing demand for robotics, automation and artificial intelligence is a promising opportunity—especially in logistics automation that includes the tools and technologies that drive efficiencies across complex retail supply chains. Considering the fact that four of the top ten supply chain automation players were acquired in the past three years, it’s clear that the industry is transforming rapidly. Amazon’s introduction of Prime delivery (which itself requires incredibly sophisticated logistics operations) was only made possible by its 2012 acquisition of Kiva Systems, the pioneer of autonomous mobile robots for warehouses and supply chains. Amazon recently upped the ante yet again with its recent acquisition of Whole Foods Market, which not only adds 450 warehouses to its immense logistics network, but is also expected to be a game-changer for the online grocery retail industry.
Clearly Amazon isn’t the only major driver of innovation in logistics automation. It’s just the largest, at least for the moment. It’s no wonder that many RAAI companies have outperformed the S&P500 in the past three years. And while some investors have worried that the RAAI movement is at risk of creating its own tech bubble, the growth of eCommerce is showing no signs of reaching a peak. In fact, if the online retail industry comes even close to achieving the growth predicted—of doubling to an amazing $4 trillion by 2020—it’s likely that logistics automation is still in the early stages of adoption. For best-of-breed players in every area of logistics automation, from equipment, software, and services to supply chain automation technology providers, the potential for growth is tremendous.
How can investors take advantage of the growth in robotics, automation, and artificial intelligence?
One simple way to track the performance of these markets is through the ROBO Global Robotics & Automation Index. The logistics subsector currently accounts for around 9% of the index and is the best performing subsector since its inception. The index includes leading players in every area of RAAI, including material handling systems, automated storage and retrieval systems, enterprise asset intelligence, and supply chain management software across a wide range of geographies and market capitalizations. Our index is research based and we apply quality filters to identify the best high growth companies that enable this infrastructure and technology that is driving the revolution in the retail and distribution world.
When I was a kid, I may have dreamed of having a Rosie the Robot of my own to help do my chores, but I certainly had no idea how her 21st century successors would revolutionize how we shop, where we shop, and even how we receive what we buy - often via delivery to our doorstep on the very same day. Of course, the use of RAAI is by no means limited to eCommerce. It’s driving transformative change in nearly every industry. But when it comes to enabling the logistics automation required to support a level of growth rarely seen in any industry, RAAI has a lot of legs to stand on—even if those “legs” are anything but human.
To learn more, download A Look Into Logistics Automation, our July 2017 whitepaper on the evolution and opportunity of logistics automation.
The ROBO Global® Robotics and Automation Index and the ROBO Global® Robotics and Automation UCITS Index (the “Indices”) are the property of ROBO who have contracted with Solactive AG to calculate and maintain the Indices. Past performance of an index is not a guarantee of future results. It is not intended that anything stated above should be construed as an offer or invitation to buy or sell any investment in any Investment Fund or other investment vehicle referred to in this website, or for potential investors to engage in any investment activity.
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