Connor Brooke
People have always made buying decisions in a very social way. They have asked for advice from their friends, given opinions at the supermarket, and have written heated letters to product manufacturers when products failed to meet their expectations. So, social selling is not some type of newly discovered marketing strategy; it has just gone into overdrive since social networks like Facebook, Twitter and LinkedIn have come along. There are many ways businesses can take advantage of the amazing opportunities available through social media.
Sellers Can Use Social Media To Relate To Consumers
Businesses who use social media as a means of promoting a brand must understand that there is a fine line to walk. Most people join social media networks to connect and stay in touch with their friends and loved-ones across the country, oftentimes around the world. You must understand that your audience didn’t join the network to better connect with your brand. The first important step in relating to consumers is to just use a little common sense. People don’t want to be manipulated, so don’t try to pretend that you are anything other than a business. Your marketing strategy must be totally transparent if you are to be successful.
Social Media Helps Salespeople Establish Authenticity And Credibility
Just like any good relationship, businesses and consumers need to feel that their connection with social media is benefiting them. The needs and concerns of the general public must always be the main concern. Social media is much different than handing someone a business card and validating who you are. Your social media content must scream results. The facts about who you are and what you do must be proven by references to other social proof like business blogs, references, client testimonials, guest blog posts and more. It must be totally obvious that you are an expert in whatever you do.
Social Media Allows Salespeople To Stay Visible
Building relationships and staying connected are crucial to your social media marketing efforts. You must give a consumer a reason to stop by your business. Some may have forgotten about you, while others may not realize that you have introduced a new product or service. Business owners must maintain their social media presence. Remaining visible takes time and planning to determine just the right methods to keep your business in front of your audience.
Even though social selling isn’t anything new, trying to conduct business in the ways of yesterday just doesn’t work anymore. Placing marketing tactics above strategy is a business-marketing mistake. Without an effective strategy, the best tactics in the world just won’t work.
This article was written for Business 2 Community by Connor Brooke.
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Nice article, in complete agreement with you. Build relationships, understand you audience, provide relevance
Ben, thanks for your comment. Those are all very true, but we should also remember why we are in business. It’s to help our prospects to become customers and grow their business from using our products or services.
Great point that social media helps salespeople stay visible and that means they need to be thinking about their customers all the time not just when they are making the sale. Thanks Phil.
So very true Clare. One of the problems of the traditional sales funnel is that sales contact ends with the sale. After the sale is equally as important, especially if you want referrals.