Ever worked in sales? Just think, how many calls did you have to make before you engaged with an actual human being? How many emails sent with no reply? Not many people will spare the time to talk to a stranger who is trying to sell them something. The key to overcoming these mind numbing days of endless calls and emails is (drum roll please) Social Media. I’ll explain why.
Social media is fantastic for monitoring and gathering intelligence on potential clients/customers, to give yourself the edge on your competitors. A study conducted in 2013 found that salespeople using Social Media as an integral part of their day-to-day sales strategy, outperformed competitors not using it by 73%!
Here are a few tips on making Social Media into a sales tool: –
Make a start
The most important thing to do is to start, and quickly. You don’t need to know anything to do this. Create an account and pledge that you will post regular and fresh content. That’s it. Nothing is going to happen without starting. Billions of people are using social media worldwide, the question is, why aren’t you?
Post, but don’t over post!
There is such a thing as over posting, or spamming. Doing so will discourage current and potential followers, resulting in them either un-following or not following at all. The most effective way to cause a stir on Social Media is by posting valuable, original content. Those who decide to unfollow you while you’re doing this, simply don’t want your product or service, which believe it or not, is a good thing as this lets you know who is valuable to your business and who isn’t.
Be the voice of reason
Endeavour to post content that makes you the expert in your particular niche by providing information that is scarcely offered elsewhere. Offer tips and insights such as how to’s, how not to’s, what to avoid, how to find the best, what makes it the best, how to fix it, repair it and what you must know. For example, if you’re a health guru, highlight the best super foods, etc.
For me, the most effective feature of Social Media is the fact that one tweet, post or video can travel across the planet instantly. A tweet written in Manchester could be viewed in Panama within seconds, meaning anyone worldwide can be inspired or interested in your content. I don’t need to tell you, that’s good for business.
Using a variety of content is essential to keep your feed fresh and interesting. Videos, photos, quotes, articles and blogs and curating others’ content are my personal recommendations. By sharing the content of a competitor or expert and giving them credit, you will gain followers, who may, in turn, become brand ambassadors, and ultimately build relationships with other businesses.
Promo? Big No-No
The majority of your content should be information based, too much product promotion will be catastrophic. No one will be drawn to your account because you posted something promotional, people simply don’t share promotional jargon with their friends and followers. Maintaining an audience that wants your content is key, don’t jeopardise that.
Post as much relevant-to-your-audience content as possible, but not too much! Stay active and engage regularly with your followers, offering insights into your business and what goes on behind the scenes. Don’t spam promote as this will drive away people who were once valued patrons of your business. Last but certainly not least, have fun with it. Be as interesting and unique as possible, do all this and you’ll be well away.