The Facebook “Like” Strategy for Easy Sales

Most of my sales tips are about lead-generation, but generating leads is only the first part of making a sale.

One of the more common challenges I’m asked about is what to do with a lead once you have it. In other words, how to “work” the lead?

This is especially true when it comes to selling to a large or mid-sized company where you have to work your way through a “middle man” before reaching the real decision maker, if you even get to reach him at all. Or even in the case of a small business, like a doctor’s office, where you’re pretty much stuck meeting with an office manager.

In my experiences sitting on the other side of the table, as a business owner and therefore a prospect, my biggest gripe about most salespeople is this: They’re too stiff. Too business-like. Unable to loosen up and just be a normal person.

For some reason, when I’m approached by a salesperson to buy a particular business product or service and I say, “I’m with a friend on that one,” they’re flabbergasted. They know that if a prospect is getting a service from a friend, it’s just about impossible to break that relationship and get the business.

And that’s exactly why you need to become the friend.

It’s no surprise that the most successful people I know also happen to be the most well-connected. They have lots of friends, and especially in the business community.

Then they’re also the challenge of the situation where you’re stuck dealing with a go-between who will present the various proposals to the ultimate decision maker, who is off-limits to sales reps.

Whenever you make an initial contact, whether that contact is a receptionist, an office manager, or even the decision maker, befriend that person. And the best way to happen is to friend them on Facebook.

Most people will accept. And once you’re Facebook friends, “like” the person’s posts now and then. Leave nice comments on photos, especially of things close to their heart like kids and pets.

Before you know it, you’ll be friends both online and off. And by doing that, you will defeat all of your competitors by this method of coming in under the radar.

When you befriend someone, you’re no longer seen as a salesperson. You’re now a friend – someone who is liked. And then you automatically win.

People by from those they like. That’s why so many of us do business with our friends, whenever that is possible. And by making friends and expanding your social network, you’re also going to grow your sales by leaps and bounds. (And your personal life too, an added bonus!)

If your new friend is the go-between, you’ll get the favorable nod when that person presents to the decision maker. And if you’ve befriended the decision maker him or herself, you’ll not only up your chances of getting the sale, but will enjoy lots of referrals with it.

In summary, don’t be the stiff, inhuman sales rep. Be the friend. Befriend your business contacts on Facebook and begin interacting, and you’ll not only get tons of sales, but will build real, genuine friendships in the process, something far more rewarding than just sales.

I mentioned in the beginning of this article that lead-generation is only part of a sale. However, it is the critical first step, and without a lead or a first contact, a sale can never happen.

So do this right now: Begin looking up your prospects and contacts on Facebook and friending them. You’ll become unstoppable, your sales numbers will skyrocket, your competitors won’t know what hit them, and – best of all – you’ll start building some new, genuine friendships in the process, something far more valuable than merely increasing sales!