Learn how to use social media platforms as social selling tools in order to succeed in today’s sales environment. Explore these useful resources.
If you want to bring in the big money you have to sell socially
The profession of sales is quickly changing, but the role of social media in sales is changing even faster. These new communication methods are vital tools that will play a big role in your future sales success. The concept of social selling involves using them in a strategic manner in order to strengthen relationships with your clients and customers. But before we get into what to do with your social media strategy lets take a quick look at how the sales process is changing.
By the time, a potential client contacts you they are 60-70% through the buying process. They have been researching potential products and solutions in a “self-service” manner on a variety of online platforms. In fact, here is an interesting question:
Has the Internet Made the Salesperson an Unnecessary Cost?
This article from Duct Tape Marketing takes a look at how you need to change your sales strategy in order to be relevant to potential customers. And most importantly how to be useful to them. Here is the main social point from the article: “Today’s marketing minded salesperson thinks like a publisher and builds their own expertise by sharing and crafting a platform.”
That platform is social media and you need a social selling strategy to succeed in today’s market. You want to be providing the information your potential clients have been reviewing in a self-service manner prior to contacting a vendor. You want to be interacting with them online before they get 60% of the way through the buying process.
So lets look at what you need to do to develop a social selling strategy. The following are a series of articles to get you started with social media, best practices for social selling, and a look at each of the major networks.
A Beginners Guide to Social Selling
This is a good strategic overview for social selling from Business to Community.
Getting Started With Social Media: A Resource Guide
This post from Social Media Examiner can help get you off to a good start with social media. Bookmark the link and set aside some time later to go through their articles.
6 Tips to Use Social Media for Social Selling
Explore B2B has some good tips for using social media to sell. I like tip 3: “Connect with LinkedIn Groups where your customers are” rather than what your interests are. This is very important. As is Tip 5: “Post value, don’t show off”. This is true for any social media you engage in. Posting or sharing content that has no utility for your target audience makes you look like an amateur. Plus, it is a waste of your valuable time.
10 Big No No’s When Selling on Social Media
Digital Marketing magazine has this useful list of things not to do with your social selling. No No 3. “Don’t neglect your presence” and No No 9. “Don’t ignore or automate” are important.
How To Use LinkedIn To Promote Your Professional Services
Social Media Today looks at how to promote your services on LinkedIn. Recommendation 2. “Visualize Your Profile” and 5. “Cross Promote” are essential. (Added 1/12/15) LinkedIn has some very detailed resources to explore in LinkedIn Sales Tips and Insights.
My Take on Why You Should Be Pinning with Pinterest
Here’s why I think Pinterest is an especially crucial social platform for the commercial interiors industry.
10 surprising new Twitter stats to help you reach more followers
The Next Web has some intriguing stats to help you grow your Twitter followers. Implement these insights into your Tweeting.
The Social Media & Marketing Coaching Blog posts about Social Selling: Tweet Better. Sell More. (added 1/23/2014)
The Facebook Conversion Formula: A Blueprint for Turning Fans into Customers
Although I am not sold on Facebook’s usefulness for business to business selling Jeff Bullas provides a formula for converting Facebook fans into customers. The takeaway: take advantage of fans knowing your brand by positioning yourself as an expert. This will bring in future business.
Analyzing your competitors through social media monitoring
Finally, Econsultancy shows why it is important to keep an eye on your competitors through social media monitoring. You need to understand their marketing strategy so you can beat it with yours.
Intelligently using social media within a social selling strategy is your key to being a successful “salesperson”. Bookmark this page and read these great resources over the course of a week. Take notes in a small notebook you can keep with you during work hours. Afterwards, you will have a better idea of the social platforms you need to use in order to create great relationships with your clients.
Concentrate on using two or three well rather than all of them poorly. Go where your target audience is interacting on social media. Refer to your notes whenever you post on a social media platform.
How we can help you
Now, what are you going to post and share? That’s where we come in. Just contact us at Mobile Atom Media and we will help you develop a content strategy for what to provide and share on these networks. As well as when to do so.
This will result in more sales as well as easier sales. Why? Because we will help you become a resourceful and useful asset in your customers lives. You will be seen as a trusted authority in your field. Your usefulness will make existing customers more loyal. And it will make potential ones more likely to initiate a relationship with you. This is part of effective content marketing. It is what you need to do in order to become a rainmaker in the new world of social selling.
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