If you’re unsure of where to start when it comes to using your social networks for selling, you’re not alone. It can feel like a new and foreign way of doing things. Simplifying things, it is really about making and building relationships.
Here are some tips to help you get started.
- Be Active Where Your Customers Are
With so many different social media platforms, there is a desire to be everywhere all at the same time. Ultimately this can lead to overwhelm and an inconsistent approach. Instead, it is more useful and important to show up where your customers are. This is the place you can add the most value and is the key to social selling success. For example, in B2B sales LinkedIn is likely to be the best place to generate leads being rated the number 1 trusted social media platform. Additionally, on Twitter, it was found that brands received a positive response more than 60% of the time when answering Tweets asking, “can anyone recommend?”
- Connect With Potential Customers
LinkedIn groups offer a wealth of opportunities for finding potential customers. You can find groups by searching your area of expertise. Your aim is, as always, to participate in these groups by adding as much value as you can and catching the attention of these prospects.Sometimes, the best thing you can do in these groups is to simply listen. You can then respond in time with helpful information. One of the great things about LinkedIn is that it tells you when someone has viewed your profile. If someone moves over to check out your profile following something you’ve said in the group, why not invite them to connect with you? Use this invitation as an opportunity to start the conversation.
- Add Value With The Content You Share
With so many people and businesses turning to social media to help them make decisions on products and services, the content you create (and share) is important. What content potential customers are looking for will be evident to you from the time you have spent engaging with them. What you choose to share, and how much, will be a decision for you based on what you think is proportionate and helpful. Don’t be afraid of sharing a mixture of both your content and that of other businesses in your area. It will help your connections feel you have a genuine desire to help them which is the key to social selling.
Social selling is the future of sales. If you’re not utilising it in your marketing and sales strategies, you run the risk of being left behind in the race against your competitors. While it might be unfamiliar, it consists of simply doing what you do best: talking to customers and showing them why they should buy from you. It is a great opportunity to engage with potential customers in a way that has no pressure and to feel like you are genuinely helping them with a need that they have.
After all, isn’t that what sales is all about?