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Social Selling Book Reviews – Part One

Updated: Jul 15

Social selling book review

Social selling is the use of social media to find, connect with, understand, and nurture sales prospects. With social selling it is crucial to build a community and not just be looking after your own business but helping others and sharing knowledge along the way.

You will need to research, identify, and engage with prospects on social networks, such as LinkedIn, Twitter, and Facebook, to build relationships and ultimately drive sales.

If you’re ready to learn more about social selling, how it can help your business and get practical advice to build your strategy and setup your social channels then take a look at our latest book review.

Social Selling Techniques by Timothy Hughes

Book: Social Selling Techniques to Influence Buyers and Changemakers by Timothy Hughes

Read this book for:

  • An introduction on how to sell via social media

  • Guidance on how to influence via social media

  • Help to create a social selling strategy because strategy is key here

This book is a practical guide to help you understand what social selling really is, how to create a social selling strategy and influence people via social channels. The book is aimed at business owners, entrepreneurs, marketers and sales professionals.

The introduction takes you through the selling revolution, looking at how things have changed over the years in the sales process and how the introduction of technology has impacted sales. Even over the last 5 years traditional marketing methods such as cold calling, advertising, email marketing have drastically reduced.

Hughes then gives you a detailed introduction to the meaning of social selling as well as some case studies to see real life examples which are dotted throughout the book.

In the second chapter Hughes discusses the importance of community. Community is not just about the amount of people you know and are following you, but the key is to share for the common good of the group. A balance needs to be struck with how much you give to be able to receive back.

The chapter ‘Your identity within social networks’ looks at the main social channels in detail and gives you a good understanding of how to set these up, the types of audience typical and the benefits of each platform. This chapter could be useful for entrepreneurs and sales teams who are not so familiar with social media.

Changemakers are looking to solve problems with new solutions and searching social media for answers is becoming common practice. So, sharing your knowledge on the right channel can have a big difference.

A chapter that really stood out to me was ‘Moving from analogue to social signals’. In this chapter the first point I want to highlight is the discussion around social signals. Giving you an explanation into social listening and how this can help you position yourself better. A detailed explanation is given into the social signals and how this helps to tell if your potential customer needs your support.

Changemaker method steps

Hughes gives you practical advice for your social content discussing the 4-1-1 rule and how this helps you to build awareness and engage your audience. The idea is to share 4 pieces of content from others, 1 self-serving and 1 that shows the human / personal side to you.

The last few chapters look at how you can create your social strategy and how to evaluate your current position. Increasing social media activity will mean going through a period of change and what those stages could look like. Finally giving you 5 steps to getting started, looking at how sales and marketing can work together for a common purpose.

Quotes from the book:

  • “The balance of power in any sales today is with the buyer, who can go online and research a business, watch the YouTube videos and probably get pricing. All without the seller organisation knowing. Social selling addresses the balance of power.”

  • “Social selling is a reaction to this change in buyer behaviour. It proposes a way of getting the salesperson back into the buying process so that they can once again control and influence the buying decisions of the business.”

  • “Remember that you only get out of a community what you put in, and if you are taking and not giving in at least equal quantity then you won’t grow your follower base or community and you won't get to create the leads and revenue you want.”

Summary of Social Selling Techniques

Hughes has created a comprehensive guide to social selling, helping you to understand the journey of sales, what social selling is, how to setup social channels, creating a social selling strategy and practical hint, tips and case studies along the way.

A book useful for marketers but not centrally focused on them. The wider sales and business teams will get a lot of benefit from this book. An easy read that’s not full of tech jargon and enables you to get started on your social selling journey and building that community straight away!

Looking for similar books? Take a look at the book review on Social Selling Mastery by Jamie Shanks. Click here.


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