Using Social Media as a Sales Tool? Opinions?

[Kyle Lacy]

I have been debating (with myself) recently about the concept of using social media platforms like Facebook, LinkedIN, Blogs, and Twitter as sales tools. A recurring picture keeps popping into my mind of a kettle warming on a stove waiting to boil over.. at just the right time.

Selling in social media can be directly related to the concept of the "slow boil." You are producing content and creating relationships in the online environment that is slowly building your reputation as a thought leader. Your readers and your fans will be constantly involved in the conversation and trusting your advice when it comes to a specific topic or problem.

What happens when they reach a pain point? What happens when they realize they need your guidance and support?

I would venture to guess that it is going to be much easier to sell a prospect when they trust your opinion even before you walk in the door.

What do you think? Is social media a viable sales tool?

[Erik Deckers]

There's a school of thought that says if you give away this knowledge for free -- say information about blogging and social media -- people will assume you know a lot more than you have talked about, and thus are worth the $2,500 speaking fee you're asking for.

Plus, you may get the people who think they can do it all themselves based on your articles, you're also going to get the people who realize they don't have the time, money, or resources to do what you do, and thus will hire you to do it for them.

Ad giant David Ogilviy did this back in the 1950s. He wrote a report on how to make car commercials and gave it to the car companies. They realized that while they had the information on how to make commercials, they didn't have the knowledge or experience to do it, so they said, "screw it, hire Ogilvy to make it."

That's what you're doing by blogging your expertise.

[Lorraine Ball]

it becomes a viable sales tool, when people are willing to buy. If you match your message to the right audience, it can be effective. What is different is the amount of choice your prospects have to turn you off if you don't deliver value.

[Kyle Lacy]

You don't let them turn you off. :-) Valuable content is key.