Let’s face it. Today’s buyers are on social media.
So, how can sales reps adjust to a world that no longer favors face-to-face, or responds to phone calls? There are a handful of ways, but social selling is arguably the most potent.
Wait. Social selling, you say?
Yes. Social selling. Sales teams can stop missing out on sales opportunities by powering up and tapping into the revenue-generating power of social media.
Social selling is about connecting socially first (as you would at a trade show or a conference) and selling second.
The sales world has evolved dramatically, starting with the opportunity to make money on social media. But before you jump on your social platform of choice and begin pitching your connections, it’s important to know how to use social media in your sales strategy.
So let’s talk about the first part of the equation: social. Since social channels connect to real people in the real world, conversations need to be sincere and authentic.
Tip #1: Connecting with thought leaders and individuals first involves developing the relationship.
If you published the posts, sent the messages, and are still met with crickets or polite “no thank you’s”— it’s time to learn another way.
People connect with people, and then magic happens. Therefore, the place to start is at the beginning. Sales reps need to invest energy into their personal profiles. A powerful LinkedIn profile tells a story. So does an active Twitter that carries a conversation authentically. The numbers support the rise in social selling.
The numbers support the rise in social selling.
A study conducted by LinkedIn shows that social selling contributes at least half of the revenue for 14 major industries, including financial services, computer, and network security, and healthcare. But before you convince your connections to buy from you, they need to be familiar with you.
Tip #2: Maintaining a consistent presence on social media helps build trust in your brand.
Stick to the basics: liking, commenting, and reposting. It is critical to interact with posts that come directly from your customers and posts from groups or sites they are interested in. A sociable social media presence is essential to networking on social media and helps set you apart from competitors.
Now let’s tackle the second part: selling.
Using social media to drive sales isn’t just about acclimating to a digital world. It’s about delivering results. However, there are nuances to the basic equation if you want an effective social selling strategy.
Tip #3: Diving in headfirst is risky if you don’t understand what outcome you want.
Getting started with social selling isn’t a cakewalk, but it can be easier with strategic foundations. Begin by identifying your ideal customer. Knowing whom you are selling to (age, gender, interests, occupation, purchasing behavior, etc.) is equally as important as knowing how to sell to them.
Next, decide the outcome you want to achieve. Is it a meeting with a critical decision-maker? Or do you want to drive registration to your next webinar? Even if it’s simply downloads of your recently published case study, knowing the outcome you want is the starting point of your strategy.
And lastly, leveraging social media platforms’ analytical tools can inform your social selling strategies over time. Like traditional drip marketing campaigns, setting up drip campaigns on social channels will nurture the leads you have begun conversations with already or identified as potential prospects.
Social selling is an efficient sales strategy used by brands everywhere. It can help your team establish credibility, create trust among consumers and engage in conversation surrounding how you and your brand can address customer needs.
(CTA) Want to engage in social selling but don’t know where to start? Hit us up, and let’s chat about what Content Matterz can do for you!