MEMBER NEWS DEAR SANDLER COACH Dear Sandler Coach, What the heck is Social Selling anyhow? - Jeff T. Clambake at the Beach The 3rd Annual Clambake at the Beach, Sponsored by Marlin Electric will be on Wednesday September 6, 2017 from 7 - 10 PM at the Penfield Pavilion in Fairfield. It was a sold out affair in 2016 and will no doubt be the same for 2017. Register here. Dear Jeff, Great question, probably not enough room here to explain it fully but let’s see what we can do. I feel like Social Selling has become more of a buzzword then a specific system or process. Let’s break it down quickly - Social - typically would mean online but the social aspect is more off the computer than on it. It’s a method of finding out common interest and using that to bridge the gap when you converse with someone. Maybe you saw on LinkedIn they went to the same school you did so you bring that up on your first meeting or maybe they support an organization you do so you converse about to build a little rapport. Easy enough. HBRA Bowl-a-rama October 24, 2017 The Associate’s Council is hosting a Builders vs Associates Bowl-a-rama at Nutmeg Bowl in Fairfield. We are looking to make this an annual event with a trophy to be passed to the winning group. So get your bowling ball and shoes ready. - signups will be announced in the coming weeks! The other aspect of social selling is how you are perceived online. Do you write blogs? Do you participate in groups? Do you have a good picture and description? What about Facebook? Twitter? Is all your comments and posts relevant? What do they say about you? We live in a world now where someone can research you prior to a meeting and see what you are “really” like outside of the meeting. Think about it, if someone looked at your Facebook would they want to work with you? Or would they see a pic of your chugging a beer on top of a pickup truck? Ok so we tackled social a little bit what about - selling? My question would be do you typically sell over an email? If so then yes go for it but if you typically sell face to face or at least via phone then the initial contact is simply qualifying the prospect. No selling needed. If you did “Social Selling” right then your presence online is what would have either sold them or not. Now it’s time for you to do the job which is qualifying that prospect. - John John J. Fazio, Jr. John’s clients include the single entrepreneur all the way up to Fortune 500 companies in the areas of sales, leadership, management and customer service. John is also active in the Greenwich and New Haven Chambers as well as Membership Success BNI out of Brookfield. Have a training question for John? Send your questions to hbra@buildfairfieldcounty.com JUNE 2017 | HBRA of Fairfield County 25
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