I’ve just come back from an event with multiple speakers. It was an exhibition, so the speakers were from businesses that were exhibiting at the event. And it really struck me the big difference between the 5 talks I sat in and listened to.
There were two types of talks – those that gave information, knowledge and advice, and those that simply sold what they sell. And, I wonder if you can guess which was most successful?!
In general, we don’t enjoy being sold to. We don’t want to listen to how great your product or service is. We don’t want to listen in minute detail to all the different features of your product/service. We don’t want a demo. We don’t want to be BORED!!!
Instead, people come to these events to gain knowledge and help and advice. It’s why I went. I was particularly drawn to a talk about increasing leads in to your business. It’s something I’m really committing to at the moment (you may have noticed! There’s a bar across the top of my page, a form in the side bar, and a popup if you haven’t seen it popup before! Oh, and I’ll probably tag one on to the end of this post too!). I was so disappointed when the talk was in fact about the company’s software that can provide leads in to your business. Very useful I’m sure. But I would have been more likely to take interest in the software if the talk first gave guidance on how to build leads. In fact, the person next to me left half way through the talk.
The talks that seemed to pull the biggest crowds and the most note-taking, were those that gave lots of value. Because that is what people want! VALUE!!! Give them something valuable, they’ll believe more in you and your product/service and be far more likely to buy.
Social media, of course, is no exception. If you use it purely as a means to broadcast about your product or service, then it’s likely you’ll have much success. Instead, you should be using social media to give value and build relationships! Yes, it takes time. But you’ll make far more sales this way than if you are posting sales messages.
So, stop selling to start selling please!!!
Here comes the lead capture….
If you get stuck for how to win customers on social media without posting constant sales messages, then you may want to have a watch of my free webinar recording – 5 Ways To Win Customers With Social Media. You can download it by filling in the form below!