Social selling is a valuable, efficient, and effective tool that your company needs to stop avoiding and start using.
Social selling is when salespeople use social media to interact with prospects. You might think that social media is a waste of company time, but that couldn’t be further from the truth. Social selling can reduce the sales cycle time by fifty percent. Your potential buyers are on social media, so your salespeople should be too. Embrace social selling to connect with and communicate with prospects. Social media gives consumers the opportunity to ask companies questions directly and allows salespeople to respond quickly. This efficiency is valuable to consumers. Social selling is a valuable, efficient, and effective tool that your company needs to stop avoiding and start using.
If you’re new to social media, don’t worry. It’s easy to set up company accounts on Facebook, Twitter, and LinkedIn. You should also encourage your salespeople to start individual accounts. Upload your company logo for company profile pictures and have your employees use professional headshots for their profiles. Every account associated with the company should include a link to your website in the description. Provide social media training if necessary. Equip your salespeople with the social selling skills they need to succeed.
You want to catch the attention of potential buyers and build a relevant following. Search for relevant keywords on Twitter and start following users who are discussing relevant topics. Check out your competition. Who are they following? You want to follow as many relevant people as possible. Ideally, these people will start following you back.
Social selling tools speed up sales research. By following customers and prospects, you can get to know them better. You will be able to research your prospects before meeting them. Discover their wants and needs. You can then address these issues and offer solutions. Show how your products/services can solve their problems.
Establish yourself as a credible source of information. Produce valuable content to share via social media channels. Add value, drive traffic, and give consumers a reason to visit your website again and again. You can’t just tweet about your company with a link to your homepage and expect people to click through. Start a company blog and continue to post new, original content regularly. The more content you create and share, the more visible you will be to your followers. When you share content that your followers find useful or valuable, they will be more likely to share it with others, extending your reach even further. By providing new and interesting content, you will gain credibility. Eventually your followers will recognize you and your sales team as industry experts.
Social media allows you to interact with consumers like never before. Instead of pushing the same old sales pitch, have meaningful conversations with prospects. Your sales reps should use their own individual profiles to communicate with prospects. Consumers will be more likely to interact with and take advice from an individual than a company. Take advantage of these platforms and communicate with prospects, answer their questions in a timely manner, and participate in relevant discussions.
Like, share, favourite, and retweet interesting content that others are posting. Successful salespeople understand the importance of creating connections and developing relationships with customers. Social selling is all about building strong relationships with potential buyers. By interacting with potential buyers, you can get a better understanding of their needs and interests. Use tools such as Tweetdeck and Google Alerts to receive notifications when consumers are discussing specific topics. You can then participate and provide useful information in real time.
It’s impossible to ignore the impact social media has on sales. It has become a valuable lead generation tool. Update your sales and marketing strategies and get your sales team involved. Social selling is a powerful and advantageous tool. Don’t miss potential sales. Start social selling and increase efficiency, productivity, and sales.
Claire is a Western University graduate with a background in recruiting, sales and customer service. As a Recruitment Consultant, her goals are to place the best people in the right roles resulting in satisfaction for both the candidate and client.