Social media can help you generate leads and revenue. In fact, executives who use social media tend to outperform their peers and exceed quotas.
Why is this happening? Because 75% of customers say they’ll use social media as part of their buying processes. If you’re not yet using social media to sell, you’re missing a huge opportunity.
Not using it? You’re not alone
Educating prospects with relevant content is not a new tactic, but sales platforms have changed. Social selling is not simply a buzz phrase — it’s an effective method for generating revenue and results. Yet few executives know how to use social media to sell. If you’re among them, it’s time to get started.
Every good business development specialist reaches out to prospects. When you do, assume your potential customers will Google you. Thus, it’s important to build a strong personal brand. Make sure everything you put online shows you only in the best and most professional light.
Once you establish yourself online, pay attention to your profile. Update it as necessary and don’t forget to Google your name from time to time. You want to see where you’re showing up in searches — and what others say about you.
Be relevant
Develop a communication strategy for targeting your audience. You can speak to the masses all day long, but if you’re not delivering the messages they want to hear, they’ll go elsewhere. For people to buy from you, they need to be able to connect with you. As Teddy Roosevelt said, “People don’t care how much you know until they know how much you care.”
After determining your audience, find out what matters to them. Connect with them through shared interests and find ways to add value for them.
Commit to relationships
Selling is not about the one-shot deal. You need to build trust by building relationships, and you can do so online just as you would in person. Prospects today won’t settle for empty feelers. Find ways to connect.
- Be a problem solver.
- Create and share content on a regular basis.
- Provide value by connecting.
- Invite customers to industry events.
Relationships take time and energy to develop. The process can be long — but well-worth the investment. When they trust you, customers will buy from you. In fact, relationship marketing increases retention as well as buying and order size.
Tie it all together
Once you’ve established rapport with your clients, integrate them into your overall sales strategy and send them materials that may involve other communication channels.
Remember, just as you would work to maintain a typical in-person relationship, it’s important to take time to form relationships through social media. Analyze metrics to evaluate your success and discover ways to improve your connections.
Social media provides a new way to reach customers and keep them happy — and customer retention is valuable in the sales process. Keeping customers engaged and happy contributes to overall success.
[cta]If you don’t have experience, take solace: Most people aren’t trained on social media but jump in because prospects and customers are there. Still not sure you know how to sell through social media? I can create specific strategies and tactics to help you. Contact me, Mark McIntosh, at 972-998-5132 or schedule a meeting with me at ScheduleACallWithMark.com.[/cta]
Read this article on LinkedIn →
