Social Selling, Having Meaningful Conversations, and How to Hire Great Salespeople With Ryann Dowdy

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What do you do to make your brand known in the market? Join your host Doug C. Brown as he talks with Sales and Business Coach Ryann Dowdy about social selling, having meaningful conversations with people, and hiring excellent people that could contribute to your company’s sales process and success. From sales representative to individual contributor to Director of Sales, Ryann has mentored, managed, and trained thousands of sales reps. This episode explains how you can build relationships, have meaningful conversations, and deliver value to your prospects. Let’s learn how to create social sales strategies in your business and achieve organizational growth!

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Social Selling, Having Meaningful Conversations, and How to Hire Great Salespeople With Ryann Dowdy

I have a great guest. Her name is Ryann Dowdy. She has a company called Social Sellers Academy. She has a vast background in corporate sales, high-end sales, ownership of businesses, entrepreneurship, and they do social selling. This is a critical skill for us to start to think about to embrace as business owners.

For years, I’ve always said that the internet will change sales and it did. The pandemic came along and changed it even more. We must know how to use social selling going forward, whether it’s a supplementary process for your sales efforts or it is a primary for your sales efforts, depending on your industry and how people respond to that. It is a great tool to not only gather information but it’s also a great tool for communication if you do it right.

The metrics and the KPIs that we have set up for our salespeople are unrealistic. Click To Tweet

We’re going to talk a lot about doing it right here in this episode. Pay attention to our last point as well which is, are you or the people you’re hiring right for social selling? Social selling may have a different framework than your hunters have, for example. They might be a different DNA altogether and the sales DNA. Pay attention to that and let’s go to the episode. You’re going to enjoy this. Especially if you’ve been ever thinking, “Should I be doing social selling? How do I do it right? What am I not supposed to do?” Let’s go to the interview.

Ryann, welcome to the call.

Doug, I’m excited to be here.

I appreciate you being here. I know the audience will too because we’re going to talk about something cool, which is social selling. It’s not even a thought anymore to me. It’s one of those things that people are like, “Should I do it?” It’s not an option anymore. Would you agree with that statement?

1,000%. I will also say that it’s not an either-or it’s a both-and. We have to be doing social selling but it doesn’t mean that we totally abandon what has worked well for us in the past.

The interesting part for me was in the late ‘80s when dial-up started going to DSL, and for those of you who don’t know what DSL is, it’s an analog circuit. I used to tell companies like, “This internet thing is going to change the way we do sales.” Back then, they used to go, “You’re crazy.” It was more the advent of the automobile replacing the horse at that point. Here we are in 2021 and it’s been changing for a long time, especially with the pandemic hit and everybody going virtual. It’s here. That’s for all of you naysayers in the past who are reading this. Tell me in your own words if you would, what is social selling? It’s important now for companies to embrace this. What is it really when it comes down to it?

The way I always describe it is as there are inside sales whose primary sales tool is the phone. There are outside sales whose primary sales tool is going out into the world and meet people. Now there are social sales, which means we’re leveraging social media as our connection tool. A lot of people get hung up on social sales and the content marketing arena. Is this a marketing gig or a sales gig? When we talk about social sales and the way we teach social sales, it’s not about content marketing. We’re making the assumption that the company already has a content marketing strategy in place. We’re talking about how to leverage those resources by getting into the conversation, building relationships, connecting with ideal clients, and ultimately enrolling them in our products, programs and services.

I’m going to play devil’s advocate because I can imagine people are sitting here going, “That sounds great. I don’t have a lot of content already built. Do I need a ton of content? Do I need to do that?” What kind of content are we talking about?

I don’t think you need a ton of content but you need content. It doesn’t make any sense to leverage social media as a connection tool when somebody is like, “Doug’s interesting.” They go check out your LinkedIn profile, your Facebook page or Instagram and you don’t exist. It’s a balance. I don’t think you need to be like Gary Vaynerchuk, where you need to be posting 100 pieces of content a day. There needs to be a reasonable amount of content that somebody can land on one of your social profiles to get an idea of who you are, what you do, how you serve, and show a little bit of your personality for sure.

I can almost 100% guarantee from doing this a long time that if we’re selling a complex sale or a higher-end sale and we’re working B2B especially, they’re going to go to your social profiles. There’s no question about it. The CEO, CFO or whatever level are going to check you out. If you don’t have something online, what you’re saying, Ryann, is important. I know people who haven’t got work because of that or haven’t made a sale because they look and they go, “There’s no credibility there. I don’t know who this person is.”

In distance selling, building trust has always been important in sales. In distant selling, it’s even more important because it’s like going on a blind date. You trust your friend but if you didn’t know your friend, now you’re going, “How’s the date going to go?” If you’ve known this person and their friend forever, and then you go out on a date with them, you feel a little comfortable. It’s the same thing with social selling. Aside from no content or no presence, what other mistakes are they making?

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Social Selling: You don’t need to be posting a hundred pieces of content today. There needs to be a balance. Post a reasonable amount of content that somebody can land on one of your social profiles, get an idea of who you are and how you serve.

It depends on what part of the sales process we’re talking if we’re talking about the front end or the prospecting end of our sales process. Outbound communication and meeting new people, let’s cover that specifically. One of those mistakes that I see most often is we make most of our outreach about ourselves. We all have LinkedIn inboxes full of people telling us how amazing they are and asking us to book times on their calendars. To me, that’s the ultimate mistake. I’m even starting to get it in the connection request, “Ryann, this is what I do. Would love to connect.” It’s like, “I don’t care what you do. I don’t know you. I’m an open networker. I love to network but I don’t care.”

To me, those are the very basic mistakes. If we’re using LinkedIn as a Robo dialer and if we can get out as many messages as possible and play the volume game, that’s where there’s a missed opportunity. The power in social selling is in the ability to gather much information about our prospects before we even get in touch with them. I’m able to ascertain all sources of information about someone and we should use that information to focus on connections. The ultimate mistake I see in social selling is the idea that we were talking a lot about ourselves. I also see mistakes number two here would be copying and pasting. I would say you’re doing this in an outbound email too.

If every single message that gets pushed out the door is exactly the same or the message could easily have been copied and pasted then sent to hundreds of people, it’s an instant loss of credibility. An example of this is I changed my industry on LinkedIn for fun. I changed it from marketing and advertising, which is where I spent my entire corporate career, to eLearning, which there’s not an industry online for what we do, but just for fun to see what would happen. All of a sudden, I started getting messages. I see that we’re both in the eLearning space together. It’s like, “Red flag. Clearly, you’ve never visited my profile because they don’t play the eLearning space.”

You pulled a list that I worked in eLearning and you sent that connection request to 800 people. Those are the things that I’m seeing and that’s where people get hung up. I see companies being afraid of social selling because they’re on social media. The decision-makers of those companies are on social media and they have these inboxes full of terrible messages. We don’t want to do that. We don’t want to be associated with that. That’s not how we want our brand to look and feel.

We’re talking with Ryann Dowdy of Social Sellers Academy. You can visit them at SocialSellersAcademy.com. What do you do with social selling? You got to develop a relationship and trust first and create a connection. I teach people all the time that if you’re saying something, you want the response to be, “I want to hear more about that,” versus, “So what?” I was traveling. I was in Washington, DC. My family was with me. We’re eating outside and having a nice meal at a restaurant. This couple sits down next to us and this gentleman is trying to impress this girl.

He is doing everything to talk about himself. I’m sitting there going, “There will be no second date here because you have no idea.” As a guy, I wanted to reach over to him and slap him and say, “Talk about her.” I’m looking over my daughters rolling their eyes. They’re talking to each other, “This date’s over.” They’re saying stuff like that. They’re 19 and 21. Even my wife was like, “No.” She’s the most tolerant person on the Earth. She has to be because she’s married to me.

We identify the prospect first and then meet them where they are. Click To Tweet

I was going to make that statement but I don’t know well enough how to do that. I’m glad that you did.

Feel free to banter back and forth on this. What you’re saying is we have to develop a meaningful, trusting relationship on something that’s relevant for the other human being that we’re trying to contact. That’s the key. Why do you think so many people don’t do this because I agree with you 100%?

This one’s geared towards my sales leaders and business owners or people in charge. It’s the unrealistic expectations of the quantity and quality of what the sales process should look like. What I mean is we have these timelines of which we want our salespeople to be successful. Salespeople come in and we give them metrics and KPIs, which 1,000% I believe in, but the metrics and the KPIs are oftentimes unattainable to do by going deep with our prospects. If I was in a Facebook group in my mastermind and someone’s like, “Our sales coach is encouraging us to hire a business development rep to make 300 calls a day and try to set one appointment.” I’m bad at math but if you work eight hours a day and you need to make 300 phone calls, that’s 40 calls an hour.

It’s impossible without an autodialer.

How do I have time to spend two minutes looking at Doug, so I can say something interesting and personalized when I get him on the phone, in the DM or whatever? That’s where the breakdown is. We do it poorly because the metrics and the KPIs that we have set up for our salespeople are unrealistic for us to be able to do that.

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Social Selling: Social sales are how to leverage those by getting into a conversation, building relationships, connecting with ideal clients, and ultimately enrolling them in our products, programs, and services.

I would agree with that, and also providing the tools for the salesperson to be successful. A lot of companies don’t think about this. CEOs and owners, if you took some time and put together the tools like, “Here’s what we say here at this company. Here’s how we say it. This is the content that you’re going to put forth. You can customize it but here are the basics of what it is,” it would save so many problems for companies to do this.

I’m grateful you’re bringing this up because it’s one of my pet peeves in sales. A lot of times, I’ll go in and assess teams. You look at the sales and you go, “Whoa.” It isn’t the salesperson. It’s the system or the process or the lack of. Turning people over is expensive. If you have good people, we’ve got to empower those people but they don’t always know what to do. They might be even top producers and they don’t always know what they do. In fact, if you have top producers, what I have found is they will flush out faster than people who are not because they look and they go, “I can’t get the leverage here. I can’t make the money I want to make.”

A newbie will be hanging a little bit longer than somebody with more experience. This is not about social sales stuff. This is sales across the board. One of my hot buttons and one of the things that we’re passionate about, we always say that our mission at Social Sellers Academy is to revolutionize the sales process because we’re a sales training organization run by a former sales rep. I can tell you why companies do and don’t succeed in the growth of their sales team. Oftentimes, it’s because of these things we talked about right here. It’s unrealistic expectations. It’s a lack of tools, systems, training, coaching and leadership. We’re all frustrated when we are not hitting our targets. We then got a VP of Sales with a $600,000 a year salary that hasn’t talked to a prospect for I don’t know how many years. They’re like, “Why aren’t we making any money?” I’m like, “I have an idea.”

I’m laughing because I see this every single week or at least several times a month. I love when they take a top rep and they move them to a top manager. They ruined two jobs at one time most of the time, doing that. We could go down that path, let’s not because we’ll just be commiserating. Let’s say, I own a company and I’m reading this. To me, what we’re talking about is we’re blending marketing and sales together. There’s not this divisional thing that used to happen. That’s the way the new era is going, but I’m sitting here going, “I want my sales reps to do this.” Do we do LinkedIn, Facebook, Instagram, Snapchat? What do we do?

The answer to that question is, where are your people? That’s where you go. If your people are on LinkedIn, you go to LinkedIn. If you are a business-to-consumer company that sells insurance, LinkedIn works but so with Instagram and Facebook. It’s figuring out A) What fits your personality, and then B) Where are your people? In 90% of instances, it’s picking the platform that you enjoy showing up on and that fits the personality of your brand. There are some instances where you’re not going to find that person on or they’re not going to be in the mood to do business on that platform. Some people aren’t used to using Facebook as a business platform. I would not use Facebook as a business platform for them.

That depends. I will tell you, in my first business, we just use Facebook. All of our businesses through Facebook and Facebook groups were incredible. Now in Social Sellers Academy, we use all three platforms and we bounce around with our prospects because we meet them where they are. We identify the prospect first and then we’re like, “Where does Doug prefer to hang out? He prefers to hang out on LinkedIn, but Sarah likes Instagram.” We go and meet them where they are.

We’re building human-to-human relevant conversations. Where they are is going to be a relevant conversation.

Also, where you can get the information that you need to build a relationship. If you go to their LinkedIn and there’s no content there, it’s hard to find that connection. If I can go to your Instagram and flip through your stories, see you at dinner with your family and different stuff like that. Now I can create connections in that way. We always say, “Go meet them where they are.”

Choose the platform that you enjoy showing up on and that fits the personality of your brand. Click To Tweet

I can imagine people sitting on the other end here and they’re going, “Great. Do people respond like this? Will they respond? If we get down to the human-to-human level, are they going to respond? Are they going to feel like I’ve got some hidden agenda?”

It’s a blend of connection and being honest about why you’re there. Here’s an example, if I’m prospecting on social media and I identified Doug. He is on Instagram. I might start my message with, “Doug, I hope you and your family had an awesome time in DC. I loved the dessert pics,” that maybe you shared in your Stories. I’m going to then lead directly into, “I’m reaching out because. I’m connecting with you because.” I’m not a weirdo like, “Doug, what’s up?” You’re like, “What do you want from me?” It’s like what they tell us when we’re telephone prospecting about how we’re not to be like, “This is Ryann Dowdy calling from Social Sellers Academy. How are you today?” Instantly you’re like, “What do you want?”

We have to kill the stranger danger as quickly as possible. It’s, “I’m reaching out to you because.” It’s important in that “because” to not talk about yourself. “I’m amazing,” like nobody cares. “I’m reaching out to you because I noticed you do a lot of travel for business or it looks like your travel was business-related. We’re hearing from business travelers now that this and that are a problem for them. Is this something you’re experiencing in your business travels?” That’s the approach that we take. It uses a human-to-human piece to make a connection or to say, “I love DC. DC is one of my favorite cities.” For me, I would say, “I used to work for a company headquartered in DC. It brings back fond memories.” That would be my connection point to your time in DC.

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Social Selling: Deploy a social selling strategy. There needs to be a consistent brand image across the board.

I’ll then tell you why I’m reaching out to you. I’m going to ask a question. This is sales across the board. We always assume everybody has our problem instead of asking them if they have the problem. Instead of being like, “I noticed, you’re a business traveler. You must be struggling with X,” it’s like, “I noticed, you’re a business traveler and this is what we’re hearing from our clients that we serve that this is a challenge of business travel. Is this a challenge you’re having?” It gives people permission to opt-in or opt-out of the conversation, which makes people not feel like you’re so much in their space because you’re giving them an out. You’re giving them space to say, “No, I’m not experiencing that trouble or that problem at all.”

I love what you’re saying because it’s what I call permission-based conversation. It’s one of those things, especially when I’m training guys because they can relate to this more. The girls can relate to this but they’re on the receiving side. Go to a bar at once and watch when men go up to approach women at a bar. I used to go and study this. He’d walk up and he’d be Rico Suave. She would shut him down. My friend Dave came with me one time and he’s single. He’s like, “I love these girls over there. What do I say?”

I said, “Dave, walk over and say, ‘Hi, I’m Dave. I don’t know if you find me attractive or repulsive but I find you quite attractive. I was wondering, could we set up a time for us to talk? Maybe have a cup of coffee tomorrow, the next day or whatever and take fifteen minutes to figure out whether or not we’re in the same space together. In other words, maybe you’re looking for a relationship, maybe you’re not. You don’t have to tell me right now or whatever.’” He goes and does that line. Most of the women said to him, “Pull up a chair, let’s talk now.”

Who knew, “If you weren’t a total sleazeball, maybe we could have a conversation.” That applies in sales too. I get plenty of people in my inbox. I’m like, “What you do is interesting but your approach is sleazy that I’m just not interested.”

You know when you’re getting these on social media. Unfortunately, what will happen is we get numb to messages because we see them and we go, “It’s one of those.” Sometimes I’ve even missed important messages through social media because of that. You can tell, I can tell, we can all tell that it’s a canned response. Nothing will break rapport quicker than somebody knowing that you don’t care enough to say something relevant about it and the sales is done. If people are selling a high-end like $100 million or whatever sales, does social selling work for them too?

It’s an interesting question because we get that. We’ve had a couple of people reach out to us about it. I always say, “It can work as part of your long game.” One client, in particular, has two offers. She’s like a lower ticket offer, and then she does have an enterprise-level solution for the health insurance industry. What we leveraged social media for her is to build relationships with the stakeholders in the sale. Identify the stakeholders. We’re using social media as our way to hear. Let’s see what’s going on in their industry. How are they marketing? What’s going on for them? We’re using it more for social listening than for social selling, just because those types of sales are such a long game. There are typically many players involved.

If you’re trying to sell marketing software to a company and you want to know who’s on their IT team and who’s on their whatever, it’s a great way to do that, than to try to use different ways to get into a company. To establish relationships with multiple stakeholders, the approach is a little bit different. Any enterprise is understanding that it’s a long game, but most of our clients are selling solutions that top out more than a couple hundred thousand dollars.

Can I personally say like, “We’ve had gangbusters success, leveraging social selling for enterprise sales?” I can’t personally make that claim but I can see how leveraging social media as that way to build those long-term stakeholder relationships would be valuable. Even leveraging the personal side of it too because let’s not kid, if you’re selling $100 million solutions, it’s a long sales cycle.

You do get to know that, “You guys go to such and such for the summer. That’s cool.” You then wind up becoming friends because it’s a long process. I said oftentimes that’s with the stakeholder and not the decision-maker, but that’s totally okay to leverage Facebook as a way to humanize yourself and your company as the sales professional to the multiple stakeholders on a personal level.

I find on that level of sale, there’s rarely one salesperson selling to the company. It’s usually a peer-to-peer sales process. To me, it’s valuable. As long as we put it in part of the sales mix, it’s another tool of the mix. It can’t be the primary only type process. In the old days, we used to go door knock years ago. You’d have the no soliciting sign up and you’d be like, “This person is going to yell at me,” but you would still door knock to figure it out, or you cold call. We still do cold calls now. Cold calling is very effective if people know how to do it the right way. I look at it as it’s like a door knock, you knocking on the door and you’re finding out, “Is the opportunity potentially here?”

The primary sales tool is going out into the world and meeting people. Social sales are about leveraging social media as our connection tool. Click To Tweet

When they’re selling huge things, the people who are selling billion-dollar programs, products or services think that the selling process is different than selling $10,000 or whatever. The reality is we’re not selling to CEOs, CFOs titles. We’re selling to people. All people are looking for two things, a professional return on their investment and a personal return on their investment. Social media is a great way of being able to connect that. You can find out so much about a person through social media that you cannot find out in a dry cold call without having a long conversation.

That also creates another layer of sometimes concern. For companies, it’s like, “I now have to please what my people are saying online.” You should be doing that anyway but you do have to please what your people are saying online. Some of the ways that we have gotten around that is a lot of our clients and people that we work with will create secondary profiles for their people to use specifically for the business. For my team, because we leveraged Instagram a lot, they all have Instagram profiles that are specific to the business. I also now own those profiles. If they quit or leave, I still have their inbox and everything else. Whereas when somebody is leveraging their own personal profile, I can’t do that. We work with a lot of businesses who are creating social media policies for their people or creating profiles for those people to specifically use for their business.

We’re speaking with Ryann Dowdy at Social Sellers Academy. That is such a big point. If you’re a company owner, a company stakeholder or you’re the person who’s going to get sued for whatever, you want to have some type of level of control and security over the information that is going out over the social media profiles or anything going on. It’s no different than having a corporate cell phone versus a private cell phone. You got to have corporate compliance.

I was shocked because I helped a client and wanted to do a 21-day sequence. They were in mobile security. I was shocked at the number of people doing the research at their companies who are watching pornography statistically through their company accounts. It was ridiculously high compared to what I thought it was going to be. Unfortunately, you fire the person but that hurts the company’s reputation. That could hurt a lot of different things. What you’re bringing up is important. A lot of companies don’t think about it, especially when they’re doing $30, $40, $50 million or whatever. As they start to get bigger than that, they start to look at more of these things. Even a company that size is very vulnerable because their people could be saying whatever if you don’t know what it is. All of a sudden, the liability could come back and bite.

That’s a whole other part of business ownership. It’s not just your sales team anymore that you have to please what they say because anybody who says they work at your company on LinkedIn can potentially create that same vulnerability. For us, it’s about making sure that things are on brand and being clear. That’s important too. To deploy a social selling strategy well, there needs to be a consistent brand image across the board. This is a way to marry sales and marketing. All of my team’s social media profiles look the same.

If you land on my profile or one of my team member’s profiles, it’s all congruent. Nobody’s like, “Who’s this person? What’s going on here?” We’re consistent in how we show up. I would recommend that as well and curating content for your salespeople. Whether I land on the company’s LinkedIn profile or the sales person’s LinkedIn profile, it looks and feels that there is some consistency and I can tie those things together. Remember, as humans, our attention spans are very short and we’re visual people. We need to create that consistency. That’s something to think about as well when you’re deploying a social sale strategy.

That’s another important point because that creates trust. When we see variations in the theme, we as human beings start to question. If it’s uniform across the board, think of Microsoft, Apple or whatever brand names, everything is the same. There’s a reason for that in sales. As you said, “Marketing and sales are coming together.” I remember Jay Conrad Levinson years ago before he passed away, he wrote the book series called the Guerrilla Marketing book series. He said to me, “Doug, marketing is everything that touches the senses.” I’ve thought about it and I’m like, “That’s right. How are your people dressed? What is the lighting like in your building?” It’s not just your collateral that’s coming out. It’s everything that touches the senses.

From a sales perspective, we know that anything that heightens that to a positive is going to build more rapport. Anything that heightens that or goes to the negative is going to start diminishing trust or rapport in general. Know, like, trust and respect are to me, the number one thing that people buy. When buyers are making decisions, they like to do business with people that they like and trust. They’ll do business with people they don’t like but they won’t do business with people they don’t trust.

How do people get ahold of you? You have such a unique blend of corporate experience, entrepreneurship, ownership, you run the gamut pretty much. That’s what I love talking about you because we can talk about anything when it comes down to it. If somebody says, “Ryann, I want to know more about you and what you do,” how do they get to you?

Our website is DailySalesOnDemandForCEOs.com. All of our information is there. You can always connect with me on social media. I’m an avid networker. We are on Instagram, @SocialSellersAcademy, and then on Facebook. On LinkedIn, feel free to connect with me personally. Send a friend request on Facebook or a connection request on LinkedIn. I love to network and meet new people.

Thanks, Ryann. I appreciate you being here. Is there anything that maybe I should have asked that I didn’t, that you were hoping maybe or did I do a bang-up job, so to speak?

You did a fantastic job. I will leave you with a piece of advice though like, “What did we not talk about?” We’re talking to those of you that are reading here. You’re a little bit larger organization that likely has a sales team in place who’s either doing phone sales, outside sales or whatever for you. Understand that you can’t always just take an outside seller and make them a social seller, or an inside seller and make them a social seller because it’s a lot of time on social media. They get a lot of time on social media. It’s not feeling like just because this person is an excellent salesperson that they’ll make an excellent social seller.

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Social Selling: It’s not always the person who has excellent sales experience. It’s making sure that this person makes a human-to-human connection.

If you were looking to hire for this role, be mindful of that as well. It’s not always the person who has excellent sales experience. It’s making sure that this person does that human-to-human connection piece. They can spend that time on social media and doesn’t mind bouncing around between platforms because it’s a lot. It’s a lot of digging. It’s a lot of notifications. It moves fast. Also, be mindful that in your hiring process, it’s not enough to say, “Joe on our inside sales team, we’re going to go ahead and convert him into a social seller.” Make sure that Joe enjoys social media.

I know that that is common sense, but some people come to us and say, “We’ve hired a handful of people and they couldn’t manage the time they spent on social. It was burning them out.” It’s being mindful of that when you’re thinking of how do we deploy this strategy. That is someone is that special breed of person who doesn’t mind doing that work.

I find this fascinating because it’s something that makes so much sense that people would overlook. There are different sales DNA profiles for hunters and farmers. There’s a different DNA profile, what I’m hearing for somebody who’s geared to do social selling. If you’re going to employ a social selling department, division or sales team, then they may have different sales DNA than your hunters will. Your hunters might love going out and knocking on doors or cold calling, but they may not enjoy or even it will fry their brain to sit in front of a computer and try to do the same thing.

I had a call with a woman who was looking to hire us to do some social engagement for us. She’s like, “Ryann, I have a sales background. Put me in a room full of people. My close rate is through the roof. On social media, I hate it.” Being mindful of that when you’re looking at how do we deploy this strategy. That was not what you didn’t ask, but the one thing we could have talked about. Is it simple to take what I currently have and flip it on its head? The answer is maybe, but don’t make that assumption without digging in a little bit.

Social sales is not about content marketing. We're assuming that the company already has a content marketing strategy in place. Click To Tweet

I agree with you and I’ll disagree. It is something I didn’t ask and I’m glad you brought it up. Russ Whitney told me this. He said, “If you always have business partners that agree or team members that are constantly agreeing, you have the wrong people. You need people that have a counterpoint.” I appreciate the counterpoint and I appreciate you being here, Ryann. Thanks for being here. Thanks for being on the show. I know people are going to get a lot out of this and I look forward to having you back sometime.

Thanks, Doug. I appreciate the opportunity.

Is that great or what? Ryann delivered and shared a ton of information. What’s interesting about that is it’s not that difficult to do this. When you think about it, it’s about connecting on a human-relevant basis and having human-to-human meaningful conversations to build a relationship. We’re going to discover whether or not there’s a need for what we do. The bottom line is that anybody can make a connection with somebody else and if they do it in the right way and get permission-based conversation versus interruption, then that conversation should be pretty darn good. Those conversations lead to building trust, respect, and those conversations then lead to sales.

If you like this episode, please go up and give it a five-star review. If you want to have anything that’s in particular for something you’re looking for an episode, reach out to me at Doug@BusinessSuccessFactors.com or my LinkedIn profile, @DougBrown123. Let me know what you want. If you’re looking for help to grow your company, grow your sales, increase your profits, fix some things within the company that you’re looking to fix and you want help with that, reach out to me at either one of those contact pieces that I gave you. Go out and sell something and make it a great day.

Ryann is giving away a Free Metrics Tracker for CEOs who are serious about creating Unlimited Business Growth. This tracker will provide you with the daily numbers you should be tracking in your business and outline where your salespeople should be spending their time each day! Text SALES to +1 816-744-1801 or download it here: https://www.social-sellers-academy.mykajabi.com/pl/273691

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About Ryann Dowdy

Sales and Business Coach Ryann Dowdy helps high-achieving women leave their 9-5 and build a 6-figure business by teaching them how to master sales conversations and the mindset work required to make a total identity shift. Before starting her own business, Ryann spent 15 years in the Corporate world, building multi-million dollar sales organizations for start-ups in the marketing space. From sales rep to individual contributor to Director of Sales, Ryann has mentored, managed, and trained thousands of sales reps.

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Doug C. Brown is the CEO of Business Success Factors and creator of Sales Revenue Growth University, where he teaches the best sales revenue growth strategies for companies who are serious about their sales growth. These are the same strategies and methodologies that he used to increase a company’s close rate by 862% and their revenue growth by 116% - all within four months.

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