Social Selling Education

Moving From Cold-Calling To Social Selling By Sharon Hernstein

Social selling is all about using virtual tools and online networks to add more prospects, opportunities and information to your sales pipeline. This is different from social media marketing and networking, which is usually more focused on growing your audience.


For sales people, you really need to add people to your network who can introduce you or buy from you as well as opportunities to your pipeline. We also need to add better information to the opportunities that are already in our pipelines. In order to get opportunities and people to our networks, we have our knowledge and relationships as infinite resources. Here are a few ways you can make the trade:

  • Build social capital by giving,
  • Build relationships by staying connected and keeping in touch,
  • Build authority by adding value, and
  • Build intimacy by opening up and being personal.


To do this, you need to find the right person at the right time, reach out with the right message on the right channel and have the right ‘ask’ that is appropriate for the relationship.


As most sales people know, personal introductions and referrals have a much higher closing rate than cold calling and walk-ins. But what do you do when you have already reached out to all the people that have been introduced to you? Before you start cold-calling, make sure you are doing these things on social media:

  • Curate industry knowledge,
  • Become an authority,
  • Share marketing calls-to-action,
  • Share content with personality, and
  • Reach out if your prospects have trigger events such as job changes, anniversaries, product launches or other market changes or news.


Are you interested in social selling techniques and strategies to enhance your reputation and help you prospect for new leads? offers a range of instructor trainingsocial selling workshops and consulting services that can be customised for your business. Contact us for more information today.

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