Sales teams that focus on relationships quickly learn the value of providing personal and professional value to clients rather than focusing solely on the sale. It’s important to stick to these values because people do business with people they like, and who focus on their success. A sales call is a success if it advances your customer’s cause and builds the relationship, not just if it closes a transaction.
Social media can help you achieve all the above quickly and easily. Social media not only allows salespeople to read what prospects are saying about their brand and competing brands, but it can generate new leads and allow you to build deeper relationships with existing clients.
How do you use social media to make sales?
An integral part of the sales process is knowing your prospects and establishing relationships. Thankfully, social media makes creating new connections an easy task.
Here are some guidelines:
1. Join a community and engage.
Join a community which fits your niche. Engage in conversations and become acquainted with the norms and expectations of the community. Basically, make connections to become likable and trustworthy.
2. Connect with prospects.
Before you join a social network to make sales, know your client base. Social media is a great tool but only if your clients and prospects are using it.
If your prospects and clients are using social media networks, then they are on popular sites like Facebook, Twitter and LinkedIn. You have to know that each network excels at a certain type of sales.
- Facebook is the best place for business to consumer (B2C) sales. So, if you are interested in direct sales of retail products this will be your choice. Why is that? Well, because over a billion users are already there and they use the site regularly.
- Linkedin is the right pick for sales of business-to-business (B2B) products or services. This social network offers a more professional networking environment so this is the right place to connect with people at big corporations who may be interested in your product or service.
- Twitter is somewhere in the middle because there you can employ all kinds of sales (including research). However, the primary use of Twitter should be listening, not broadcasting. Be attentive to the stream and use what you read as leverage to pick up the phone and call.
(As a side note, don’t limit yourself to these three big social networks. You can also generate leads via blogs, live chats and comment sections on different websites.)
3. Find your target.
Find, follow or connect with people who have profiles that match your current clients. You might think this would be a hard task. We’ll make it simple for you; use socialmention.com to find people who are talking about your industry, or are using related keywords. Piece of cake!
4. Build relationships early.
A good salesperson knows they need to develop relationships more than they need to develop leads. Good relationships will always turn into leads.
Once you develop a relationship then you can discuss how your product might fill their needs.
5. Engage in a variety of conversations.
Don’t just write a message with a pitch and link to your website because they will be uninterested. You could approach them by saying something like, “Here are some solutions to your problem; maybe our product or service can help.” By doing this, potential clients will know you care and have listened.
For great success, listening is imperative on social media. If you really listen to what people are saying you can open doors and start a conversation without having to make cold calls.
These guidelines will ease your job and we can help you. Our application allows for the centralization of your social media strategy, and we work to make sure you’re creating the type of content you need to attract the leads you want. Regardless of how you pursue your online strategy, make sure a winning strategy is coupled with the discipline necessary to use the tools you need to be successful.