Increase Sales By Being Yourself, Selling with Social Podcast

How do you show ROI of social media?  You increase the bottom line, empower non social media sales teams to leverage the power of social engagement and you provide customer, prospect and competitor data in real-time like never before.  This is what’s commonly referred to as social selling, a topic I’ve talked a lot about online co-hosting the show “Social Selling Hour in 2014” but not something I’ve covered much on this podcast FOMOFanz.

You’re in for a treat, as this might be the best interview and questions I’ve ever been asked on a podcast and I’ve been a guest on a little over 100 podcasts.  For the next 50 minutes you’re going to listen to Mario Martinez Jr, host of the Selling With Social podcast and I discuss social selling, transformation of traditional sales, value of video in selling and what the future of sales looks like as we move more digital each day.  

Make sure to check out Mario’s podcast Selling with Social available on all podcast players and follow Mario on Twitter at @M_3jr. (Learn more about Mario below)

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What you do or sell is boring and nobody cares. Focus on WHY you do it! #SellingWithSocial #FOMOFanzClick To Tweet

—– Show notes from Episode 11 of Selling with Social Podcast

Being yourself is key to every interaction you have offline and online and on this episode of #SellingWithSocial, Brian Fanzo demonstrates how being yourself enables you to build trust faster and get more sales. Brian is a social media and sales expert who talks fast and tweets faster. He calls himself a proud, pager-wearing millennial, is a keynote speaker world-wide, and is the founder and CEO of iSocialFanz LLC, a social strategy consulting agency. Brian also co-hosts two great podcasts: SMACtalk Podcast & FOMOFanz Podcast. In this conversation, Brian and I talk about how the sales world has changed, how digital fits alongside traditional approaches to sales, and how you can build trust with your buyers faster than ever because of digital. It’s a conversation you won’t want to miss so be sure to listen now.

Social media will never replace a handshake but it can help you get more of them.

Brian’s Dad, an entrepreneur and businessman in his own right taught him that a handshake represents the personal touch that every business transaction needs. Now that Brian’s so deeply involved in online sales and marketing he still believes that his Dad’s advice is true, but quickly adds that social gives you many more opportunities to get to the handshakes that seal the deal. Brian is a master at weaving the personal into the professional and speaks all over the world about social media, sales, and marketing. Find out more about Brian’s fantastic approach, on this episode.

What you do or what you’re selling is boring and nobody cares. Focus on why you do it.

One of the things Brian says in this conversation that resonates with me is that when it comes to sharing on social, what you do or what you’re selling is boring and nobody cares. The only way you’re going to get them to care is to focus on their needs, their problems, and their desires – and how you can help them accomplish what THEY want to accomplish. Brian says it’s a focus on WHY you do what you do for your customers – and he insists that the only way you can communicate it effectively is by being yourself. If you’re curious how to truly be yourself in the social media platforms your buyers use, you’ll want to hear what Brian has to share. His enthusiasm for the subject is contagious, so be sure you catch it on this episode.

Do you know your buyer’s preferred method of communication?

There’s far too much debate about old school sales VS social selling these days. Sales success doesn’t come through one or the other, it’s a matter of integrating the two to build better relationships that lead to sales. One part of that is learning to use digital the way your buyers do. Does your buyer appreciate phone calls or Facebook Messenger? Whatever THEY prefer is what YOU should be using. On this episode of #SellingWithSocial, Brian tells how his customers have been successful by using tactics from both sides of the debate and how using your buyer’s preferred methods of communication works out in amazing ways. You won’t want to miss it.

Live video shrinks the distance between you and your buyer.

One of the things I was very curious to hear from Brian was his opinion on whether brands or individuals should be using live video to build better relationships with prospects and buyers. His insights were powerful and right on target. He says that video shrinks the distance between you and your customer like nothing else. Instead of taking a year to build a relationship through Twitter of LinkedIn you can now get to the same level in a month or less – all because your buyers are able to see you, hear you, and get to “know” you in a more personal way through video. THAT facilitates trust and leads to sales. Find out how you can get started with live video from the ideas Brian shares on this episode of #SellingWithSocial.

Outline of This Episode

  • [1:30] Introduction of my great guest, Brian Fanzo.
  • [7:25] Something about Brian nobody would know from looking at his social profiles.
  • [8:59] How has the sales climate changed over the last 5 to 10 years?
  • [14:28] How entrepreneurs and sales professionals can tell a story and make a difference with their targeted buyers.
  • [22:31] Why are people afraid to use their personal social accounts for business?
  • [31:29] How sales leaders should be connecting social to old style sales.
  • [42:50] Should brands or individuals use live video to track their audience?
  • [52:20] Brian’s upcoming book – a quick preview.

Resources Mentioned

  • Brian on:

About the Host: Mario Martinez Jr.

Mario is the CEO of M3Jr Growth Strategies, and is a Keynote Speaker, Sales expert and the Social Selling Champion. Counted among some of the top Social Selling leaders in the world, Mario teaches marketers, sales leaders, reps, and business owners how to grow company revenues, develop an engaging personal brand, and attract today’s modern buyer using social networks! He spent the last 74 consecutive quarters in Sales and Leadership, growing and managing hundreds of millions of dollars a year in sales revenue in the Global, Enterprise, Commercial, SMB and Public Sector segments. As a sought-after Keynote Speaker, he has spoken to crowds of up to 20,000 listeners, has been featured in Forbes, INC., the, is a contributor to the Huffington Post and has been asked to speak by brands such as LinkedIn, SAP, and Cisco to name a few.

Connect with Mario!

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