How to Social Sell

December 8, 2014 Doug O'Grady

How to Social SellIt's impossible to ignore the impact social media has on sales. People are using social media as a networking tool. Now, instead of face-to-face networking at trade shows and conferences, people are connecting online.

Social selling is an effective sales technique that is gaining significant traction in the world of sales. If you're not familiar with this concept, social selling involves the use of social media to increase visibility, make new connections, build relationships, research prospects, provide quality content, and generate qualified sales leads. We're here to explain how social selling works so you, too, can embrace this powerful tool. Here's how to social sell.

Social Media Search

You already know how important search engine optimization (SEO) is in today's day and age, but don't make the mistake of neglecting social media. Consumers are using social media to do research as well. You can quickly search, find information, and read customer reviews.

Get Started

Encourage your sales reps to get on all major social media platforms and start interacting with prospects. They should participate in group discussions, answer questions, link back to relevant content on your company website. Social media allows existing customers and potential buyers to connect with companies and sales reps directly like never before. Your customers, prospects, and competition are on social media. Why aren't you?

Share Valuable Content

If you don't already have one, you need to start a company blog. Quality content creation is crucial in today's online market. A blog is a simple way to share fresh, new material to your website regularly. Every time you publish new content on your site, you want to share the link to the specific page on all of your social media accounts. The purpose of blogging is to attract relevant buyers to your website.

Incorporate Calls to Action

People will visit for a variety of reasons. Some may be looking for information about your company, while others may be looking for specific details about your products or services. Some may be checking to see if you're offering any special deals or coupons or if you're running any promotions or contests. Some visitors could be looking for expert tips and tricks. You want to make sure you're providing a variety of material so everyone can find what he or she are looking for when visiting your social media pages. Include calls to action like “Enter to win...” or “Click here to download the free ebook!” You want to catch the attention of potential buyers and convey a sense of urgency. Use language that compels them to act now.

Quick Tip

When it comes to the type of content you share on your social media pages, try to stick to the 70/20/10 rule:

  • 70% should be adding value and brand building
  • 20% should be ideas and content shared by others
  • 10% should be promotional

The Social Media Advantage

In order to increase the visibility of your content sharing, you must extend your reach using social media. Encourage your followers to retweet and share your posts. Your audience will be more likely to interact with your content when you ask them to do it.

Not only should you be using your Facebook, Twitter, and LinkedIn accounts to share all of your informative content updates, you should take advantage of the unique opportunity you have to connect with consumers directly. Use social media to increase social engagement and increase lead captures.

Discover Sales Opportunities

You can also use social media to discover new sales opportunities. Nowadays, buyers tend to be very open and honest about their buying interests and objectives on social media platforms. Pay attention, interact with prospects, offer solutions, and social sell.

Generate Sales Leads

You want to increase brand awareness, increase brand trust and loyalty, and establish yourself as an industry leader. Increase social engagement and increase lead generation. Entice people to visit your website in hopes to convert these visitors into quality sales leads.

Social Sell to Stay Ahead

Now that you know how to social sell, it's time to get started. The buying process is changing faster than sales organizations are responding. Don't fall behind. Update your sales approach, integrate the social sell, increase sales, and stay ahead of the competition.

A CEO's Guide to The Future of Selling


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