Nowadays, it is imperative that your sales team is using social media. Buyers judge the legitimacy of companies based on their social media presence or lack thereof. While your marketing department will likely handle social media for your business, it is critical that your sales team participates in the overall social media strategy. Each of your sales reps should maintain professional profiles on Facebook, Twitter, and LinkedIn. By using social media, your sales team can do research, make connections, increase visibility, build relationships, engage with consumers, gain credibility, and generate sales leads. Studies show that salespeople who use social are more successful than those who do not. Here’s how social media can help your sales team. 

Research

Do your homework. Your sales team can use social media to find out more about what people are talking about in the industry. Get to know your existing customers and see what you can learn about potential buyers. Find out what the competition is doing, who they are following, and who follows them. Do your research and uncover customer needs.

Make connections

Start following relevant people on Twitter. Invite prospects to like your company Facebook page. Add connections on your LinkedIn profile. Use these major social media platforms to make valuable connections in order to increase the number of relevant viewers when you share useful information. Social media is all about making connections and sharing content. 

Increase visibility

Use social media to extend your reach and increase your company’s visibility. You want to make it as easy as possible for buyers to discover your company when they are researching products and services online. You need to have company accounts on all major social media networks as well as individual accounts for each of your sales reps. When they post updates on Facebook, Twitter, and LinkedIn, include links back to your informative blog to drive traffic to your website.

Build relationships

You can’t just add new contacts and call it a day. Take this opportunity to cultivate meaningful relationships with your followers. Social selling is all about building relationships using social media. Your sales team should use these social networks to get to know your customers and prospects. 

Engage with consumers

Participate in discussions and forums online and respond to customer questions using social media. Facebook, LinkedIn, and Twitter allow salespeople to communicate directly with existing customers and potential buyers. Engage buyers earlier on in the sales cycle and maintain relationships with current customers.

Gain credibility in the industry

Take advantage of content marketing and share valuable content using social media. If you don’t have one already, start a company blog so you have a place to add new, unique content on a regular basis. Share how-to guides, downloadable resources, videos, and Q&A articles. Consumers will come to recognize your company and your sales team as thought leaders and experts in the industry.

Generate sales leads

Your sales team can use social media to generate sales leads. In today’s digital age, customers want to guide themselves through the buying process. People are taking it upon themselves to research and compare companies, products, and services online. You want to use social media to demonstrate value and differentiation. When they’re ready to buy, you want them to remember your company and your knowledgeable team.

Encourage your sales team to use social media, incorporate social media into your sales cycle, and reap social selling rewards. There are so many ways social media can help your sales team. Social media can help your sales team do research, make connections, increase visibility, build relationships, engage with consumers, gain credibility, and generate qualified sales leads. Achieve optimal sales productivity with social media. Embrace social media as part of your sales cycle and watch your sales grow.