Why Relationships Matter More Than Ever in Social Selling

Warren Knight
Warren Knight Founder, Social Media eLearning

Posted on April 22nd 2014

Why Relationships Matter More Than Ever in Social Selling


Why Relationships Matter More Than Ever in Social Selling

Relationships in business are what makes a company successful and its no different when it comes to selling on social. Gone are the days of cold calling and hard selling. 64% of sales professionals have said that cold calling has not improved in the last three years. We now understand the importance of establishing relationships online and using feedback from users to better customer service.

Traditional selling used to work but now modern selling has taken over. 93% of the online buying process starts with an internet search. Those looking to buy a product want the seller to offer unique knowledge and value which will make them want to purchase. Closing a deal through modern selling techniques happens 20% quicker because of online authority and relationship building.

Introhive found that 98% of sales professionals believe that building relationships is the most important part of selling. Thousands of businesses are losing clients daily because they are not focusing on relationships. The day you bring on board a new client, is the day you start losing one. Focus on building relationships with clients, built on trust and understanding that you as a product provider can satisfy your consumers need. You need to discover more relationships, nurture more relationships and create more relationships.

why Relationships Matter More Than Ever in Social Selling

The best way to build relationships on social is to create and find great educational content to share. If you can position yourself as a thought leader in your industry, your customers will respect what you have to say, want to build a relationship with you and once you start a two way conversation, you will sell without even realising.

You can do this by spending time on Twitter engaging and sharing great content with your clients or taking them out for dinner. Even better a combination of the two. You might be surprised how easy it is to improve your relationships with existing clients and potential prospects using content marketing techniques or an old fashioned phone call. It’s the little gestures that can help take your relationships to the next level and make your career and business prosper.

Use all the social media tools available to develop relationships online that will help you build a successful business. Without connecting, sharing content and providing customer service, you will not see any increase in your social selling so be aware of your online activity.

Here is a great infographic that explains why relationships matter more than ever in modern selling.

Warren Knight

Warren Knight

Founder, Social Media eLearning

For the last seven years I've specialised in helping business owners, marketing managers and entrepreneurs sell more products and services, through the convergence of Social Media, Digital Marketing and eCommerce. Delivering dynamic and engaging webinars, workshops and seminars on Digital Marketing & eCommerce and Business Growth through Investment and funding.

My entrepreneurial skills started after receiving a grant from the Prince's Trust at 22 for a music and clothing European Distribution Company. Focusing on business growth I became the director of a global stationary and accessory business working with Disney and Nickelodeon, growing a licensee from $5Million to $30Million selling to over 40 countries in a 5-year period achieving $1 Million sales in 1 month.

Winning various industry awards and co-founding two IT companies since 2010. The first being an eCommerce platform, getting £150,000 Seed Investment via "SEIS", valuing the business at £1M in less than two years. The second with a “Start Up Loan”, we've built an online learning platform, teaching people how to setup and use Social Networks for their business.

I have over 20 years' experience in marketing and selling products and services globally and seven years in social media and ecommerce. I’m a member of the Professional Speaking Association, a renowned international keynote speaker, trainer and coach, helping 1,000’s of Start Ups and SME's grow using Social Media, Digital Marketing and eCommerce.

As a 1-1 business coach and mentor, I help SME’s build their digital footprint and increase sales by up to 500%, I have a passion for upskilling entrepreneurs and regularly write from various digital marketing and business magazines reaching 100,000's of readers. I've also written three eBooks on Sales, International Growth and Social Media for Business, all of which can be found on Amazon.

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Posted on April 22nd 2014 at 2:12PM

Thank you for sharing that infographic. Personal relationships with customers are very important. Nurturing old relationships in many cases is more profitable that gaining new ones. Customers that trust a company will spend more money and it is cheaper to send an email or a message to an existing customer vs. creating a new relationship.