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Authenticity: Gotta Get Me Some!

By Sander Biehn | Jan 10, 2018

While salespeople struggle to appear ‘authentic’ to their prospects and customers, the most effective tools inside social media for getting there lie strangely dormant to salespeople. Few sales training these days don’t include a chapter on being yourself or being natural…all ways of articulating and exuding a sense of authenticity.  Yet, telling someone to ‘just be yourself’ and showing them how to do it are two different things. Meanwhile, salespeople have arguably less ‘face-time’ with prospects these days with meeting time greatly curtailed and phone conversations going extinct in corporate America.

So where can you find some of this authenticity and how do you hone it and make it work? The answer lies with your online network and your social media channels. Here are a few pointers on turning your social feed into an irresistible way to let your authenticity shine:

1) Let everyone know all about you. Authenticity springs from your humanity. Let the world know who you are. Complete your profile on your social media channels and polish them up. How? First, forget writing in the 3rd person…”Mr. Biehn solved world hunger in 2009 when he was elected to the board of directors of…” Don’t do that. Speak from the heart about your accomplishments. Second, show you are well rounded. Not everything has to revolve around you. Look at all aspects of your life and let people know you are a team player.

2) Share your thoughts. Look at the daily news and then post your own blog or social entry on how you see it. Your opinion may not always hit the mark, but as long as you remain open to other ideas and suggestions you may attract others to consider your ideas too. Authenticity rains down when you engage in a little ‘give and take.’

3) If you can’t write…act! Too many salespeople don’t feel confident with their writing skills. It’s a shame. But if you are really worried your writing skills are wanting, you have other options. Now you can podcast or make a video. Before you write it off, go online and look at the posts people are making on social in video or audio. These videos and podcasts don’t have to be long or overly inventive. Just give it a shot and build your personal brand.

4) If you can’t write…curate! I saved the best one for last. Curating articles that others have posted online is a great way to stay consistent and relevant online in social media. We even recommend that you curate more than you post your own content. Commenting on the news is a great way to let people know you are an expert. It also lets them know you care, and you are a real flesh and blood person.

Time to get authentic. Before you put the sales moves on anyone they need to know you as a person and build trust. Social media is a great way to do this. It’s time to get active. Let us know how we can help you make that journey.


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