Episode #109: Matt Heinz
The Drive-by Mailbox
Matt Heinz is an Author, a Keynote Speaker and a Consultant. Matt is the President of Heinz Marketing which is a Greater Seattle based marketing consultancy as well as the host of Sales Pipeline Radio. With more than 150K followers in social media, its fair to say that he is a social selling practitioner.
Key Takeaways From This Episode
[00.57] Matt defines Social Selling – Social channels allow salespeople to increase the frequency and intimacy of communication.
[01.58] Why haven’t some companies embraced social selling – Perhaps there has been a concern in terms of relinquishing control to sales representatives.
[04.27] Which social media platforms should a modern sales professional be active in – No one size fits all. Matt suggests that the channels you should be using will be based on where your target clients are active.
[06.14] Are there any tools that you recommend as part of a successful social selling strategy – Matt shares some of the tools that he uses as part of his successful social selling strategy.
[07.27] Matt shares his top three social selling do’s and don’ts – Do’s, spend more time listening and learning, develop a system of regular engagement, know your audience and know what they care about. Don’t talk about your products and services, don’t talk about religion and politics and don’t be creepy.
[09.05] Matt shares his favourite social selling story – Matt shares about a prospect he approached almost 8 years ago and offended a person. Playing the long game can work out. The driveby mailbox analogy.
[11.50] What advice would you give to a CEO who hasn’t made the leap of using social selling – Matt suggests that people buy from people, social engagement allows for a much greater impact, if you’re not doing it, your competitors are.
More About Matt
What was the last book you read?
Beard on Food by James Beard
Who / What inspires you?
What aspect of your own Social Selling program are you most focused on improving at the moment?
Getting better at identifying, filtering for and responding to buying signals and trigger events.
College football, woodworking, spending time with family
How can our listeners contact with you?