How Social Sales Meets Evolving Customer Expectations

Make no mistake. Buyer behaviors have changed. They are more informed. They will frequently educate themselves about your products and services and will ask their peers for referrals prior to ever calling you. They are also busier than ever and are being inundated by our messaging so, if your message does not stand out, it languishes in their inboxes.

From a selling standpoint, you actually have two kinds of customers: those who are socially connected and those who are not. Socially connected customers will have all the expectations of their less social cousins but, many more. Your task is to anticipate, and to address, the needs of both. Before we talk about social sales specifically, let’s discuss the expectations that customers have always had. They expect us to …[Tweet “Social sales is meeting evolving customer expectations!”]

Be different– People who are different are also those who are memorable. Memorable people stand above and away from the crowd instead of becoming lost in it.

Show an interest in their business– Good listeners also ask good questions. Those who can do both are the ones who learn about their customers, where they want to take their businesses, and what challenges are preventing them from doing that.

Have done our homework– There is absolutely no excuse for being ill-prepared. None.

Educate them– This is an excellent opportunity to demonstrate your product knowledge and specifically how your product or service can be deployed to solve their specific challenges!

Be prosponsive– Being reactive has never been adequate. Being proactive is good! Being proactive and responsive (prosponsive) is outstanding!

Exceed their expectations– Meeting expectations is, at best, a neutral outcome.

Be honest– Being honest includes being trustworthy and you must be recognized as being both! This also means that if you are not the right solution for their needs … you tell them that and direct them to somebody who may be better suited to their requirements.

Be somebody that can be counted on – This includes getting back to them when you said that you would or … before. (read on at Maximize Social Business)

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Craig M. Jamieson

Managing Member at Adaptive Business Services

Craig M. Jamieson is a lifelong B2B salesperson, manager, owner, and a networking enthusiast. Adaptive Business Services provides solutions related to the sales professional. We are a Nimble CRM Solution Partner. Craig also conducts training and workshops primarily in social selling and communication skills. Craig is also the author of "The Small Business' Guide to Social CRM", now available on Amazon!