Social media they say plays an essential role in brand awareness and driving traffic to a company’s website, but many businesses don’t consider social media as a sales tool.
It’s time to reconsider. Social media is one of the most effective and affordable sales tools out there. These apps are an integral part of how modern companies do business and the key is to start with a few small changes. Here are six ways to integrate social media into your company’s sales and education marketing efforts:
Even if you aren’t a seasoned social media manager, you are probably more social media savvy than you think. While your marketing team does a great job maintaining your brand’s overall presence on social, implementing social media into your sales strategy can lead to impressive results.
Are you searching for an effective way to integrate social media into your sales strategy? I will be showing you five ways to use social media to increase sales.
Define your Business Goals
Your small business should establish clear sales goals before it develops a comprehensive social media sales strategy. Ask yourself, what do you hope your plan achieves? Do you want to increase the sales of your products and services? Would you like to expand the number of prospects visiting your business site?
Whatever your goals are, write each one down on a piece of paper. Break each target into attainable, actionable steps. Space the deadline of each goal so you can complete them within a reasonable amount of time.
An example of a social media goal is:
Expand social media community
More sales prospects for your products and services
Introduce new customers and sales prospects to your brand.
Boost your community engagement rates
Increase customers’ interaction with your media websites.
Growing web traffic using promotional posts and paid social ads.
Identify the most-used platforms for your ideal customer.
As a sales pro, you should have a well-thought-out ideal customer profile. This profile should spell out key information about who your buyer personas are. For B2B companies, this can include the size of the company that would benefit from your product, how much revenue they bring in, and their organizational structure.
For companies that sell to consumers, your ideal customer profile should include information such as how old your buyers are, what their interests are, and what problem they are turning to your product to solve.
Once you have your ideal customer profile laid out, use this information to determine what social media platforms they are most likely to be active on. For example, if you sell B2B and are looking to gain direct access to seasoned professionals, LinkedIn may be a more productive platform to focus on than Pinterest.
In addition to understanding what platforms are frequently used by your ideal customer, take time to understand how your customer is using these platforms. For example, if your customers prefer natural-looking user-generated content, then you will most likely find them on Instagram because that is where that type of content performs best. Or if your audience prefers searchable instructional content, they may spend more time on YouTube.
This information will provide valuable insight on where you should focus your energy to best connect with and serve your audience as you implement social media into your sales strategy.
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Create trusted content
Your prospects will be more open to your message if they view you and your company as a trusted source with valuable insight to offer. Delivering quality content through your social channels can help position you as a thought leader and a source of helpful information. You can create content that ranges from your original thoughts on B2B industry news to videos that offer an inside look at your company, to regular updates on job openings and upcoming events. Overwhelmed by the idea of doing this on your own? Talk to your marketing team about building a content marketing campaign together.
Study how many unique visitors your site receives after each social media campaign. If you don’t receive a significant boost from your campaign, make changes until it yields results.
Engage regularly with your Audience
A successful sales cycle includes regular engagement and interaction with prospects, and social selling is no different. If you’re going to use social media as a sales tool, it’s important to engage regularly. You can do this by setting a small amount of time aside each day to respond to posts and look for new opportunities to engage. And don’t hesitate to lean on automation. If your team is small and creating a regular posting schedule sounds challenging, consider outsourcing the initiative.
Share customer stories with marketing.
When it comes time to purchase a new product, buyers feel more confident in their decision knowing the product has a seal of approval from another buyer.
The best way to incorporate the word-of-mouth approach into your sales strategy is through sharing customer stories your prospects can relate to. As a sales rep, you play an integral role in sharing your customer’s stories. Although your marketing team is often tasked with the job of creating content for your company’s social media channels, your frequent communications with prospects and customers can provide valuable content as well.
Make sure you are regularly sharing the stories of happy customers on your company’s social media platforms to provide social proof that can help drive sales for your business. If you receive a stellar online review or have a happy customer create an appreciative social media post praising your product, reference them in your sales pitches to build trust and credibility with potential customers.
So, there you have it. Social media is still a great way to socialize and market, but it’s also an incredibly robust and effective sales tool for B2B companies. By integrating social media into your current sales strategy, you’ll have a new opportunity to increase leads and a new, powerful tool for reaching your revenue goals.