Social Directed Buying™

Technology and ubiquitous information access is rapidly transforming buying and selling.

Buyers who were once hostage for information, solution definition, and references from salespeople searched the web to  identify solutions and suppliers that can address their needs.  Web 2.0 further enables information sharing, collaboration, networking ability with others who have faced or are facing similar challenges and can share their experiences good or bad. This dramatic shift alters traditional models for engaging buyers.

Buyers prefer to self analyze their options, gain an understanding of potential solutions,  identify and gain experiential perspective on potential suppliers, prior to engaging with salespeople.  Depending upon the complexity of the solution, they may or may not require engaging them  at all.  When they do engage they are seeking a person with industry, market and solution expertise to facilitate their buying process. They do not want to be sold to in the traditional sense.

Introducing Social Directed Buying™ and Social Facilitated Selling™

Social Directed Buying™: the process of creating a supportive environment for prospects to self analyze solutions so that they are self-guided through substantial part of the sales process.

Social Facilitated Selling™: the process of developing and maintaining expert status and social relevance through online, mobile, and social technology enabling the ability to facilitate customers to make the best buying decision in meeting their objectives.

All products & services fall somewhere on the continuum.  From left to right the continuum represents the likelihood and timeliness in engaging a sales person.  The further to the left the less likely to engage a seller, the farther to the right the sooner and greater likelihood of engagement. Optimizing the engagement is a function of aligning multiple elements of your business.

Learn More…

Coming Soon:

Online Reputation Management

Developing a River of Knowledge

Becoming an Expert through Social Technology

Augmenting Social Technology into Your Sales Methods