Our Thoughts
Social Media and Selling- 5 Tips for Your Next Big Sale
Feb 29, 2016
I’ve been in sales for a majority of my life. I’ve sold everything from Luxury apartments, to proprietary education, to workforce management services which I sell currently. It’s something that I love, and something that I’ve had success at for many years. There are many great sales people in the world… over 18 million in the U.S. alone to be exact, so how do you compete? Do you ever find yourself asking questions such as “how can I stand out in my market” or “what tools can I use to differentiate from my competitor?” If so, you’re truly a salesperson at heart. Working in sales you’re always trying new things and thinking of new ways to grab the attention of your next client. Implementing social media as a sales tool is a huge opportunity to help build relationships with potential clients, and create “Top of Mind Awareness” for your brand. I mean, you use it every day so now it’s time to make it work for you!
#1-Use Social Media to get to know your prospect.
If prospects won’t return your phone calls or agree to a meeting, getting your prospective sale is hard to accomplish. Most decision makers can receive upwards of five or more sales calls a day depending on the size of the company. You don’t want to be the 6th sales person to walk through the door on a Monday. It’s easier to use social media as a “get to know you” tool than it would be to ask a stranger to meet you for coffee at your neighborhood Starbucks. This way you know a little bit about their personal interest and professional skills, which will give you something to discuss when that business meeting finally happens.
#2-Use Social Media wisely.
Although I can’t confirm it, I’m willing to bet that neither Mark Zuckerberg, the founder of Facebook nor Reid Hoffmann, the founder of LinkedIn ever intended for you to post every random thought you have in a 24 hour period. It is a good rule of thumb to post a couple times each day so you are consistent in showing up in the newsfeed of your biggest client or prospect. However, try to ensure that your posts have substance and inform your audience. If your prospective client post a question or a common interest article, don’t be scared to respond and use that opportunity as a way to get your foot in the door. The key is for you to present yourself as a thought leader and industry expert.
#3- Determine what social media outlet works best for you.
From my experience, Facebook typically works best for B2C sales. LinkedIn is a platform that is best for B2B sales and if you’re into Twitter then you’re in luck, because Twitter is a great platform for all kinds of sales. The moral of the story is that you can use them all or just pick one. Just be sure to pick what works best for you. Personally, my two favorite social media platforms are LinkedIn and Facebook. When posting on LinkedIn I like to stick with topics that are professional and industry related, or articles highlighting leadership. My Facebook page is more related to my personal life, and personal goals. Just be careful to not mix business with pleasure, and choose your posts wisely.
#4- Connect!
Finding a potential client is easy, and connecting with them can actually be easier. That business owner or head of HR is out there, so why not send them an invite to connect? LinkedIn was created for networkers, so use this to your advantage. If you have more of a relationship with their voicemail than the actual person themselves, you basically have nothing to lose. Even if they don’t accept, you still have all of their information at your fingertips! Find that common interest, and use it to get your face to face meeting!
#5- Start a Conversation.
Once you get the connection, take some time to understand the potential client’s interests and find some common ground. Make sure to pay attention to what they’re posting before you ever try to sell them something. There is nothing that bothers me more than accepting an invitation to connect, and five seconds later having a sales pitch waiting in my inbox. Ask yourself, “would I do this in a real life situation?” The answer is likely no. Get to know your connections first and then offer your knowledge on different subjects that they have an interest in. It makes them feel like you care about their interests and remember, you’re an industry expert so it’s not like you don’t have expertise to share.
Social Media can be your best sales tool if you make it work for you. It’s all about building relationships and growing your network. LinkedIn, Facebook, Twitter or whatever platform you choose is the best networking event that you could ever attend. Use it to your advantage and take your sales game to a Hire Level!
