The hot new buzzword on everyone’s lips is Social Selling. The tool that today’s sales people are using to become the top performers in their firm as well as get new clients through the door.
With the use of Social media; the way we connect with people has changed. Using social media to do business, plan our everyday lives, stay in touch with friends, try out new restaurants has become a way of life for us. In fact social media merges word of mouth advertising, selling and marketing beautifully. Social media marketing is so powerful that you can’t afford to miss out!
Word of mouth marketing has always been around much before social media. Neighbours would buy similar stuff; friends would seek advice from others on what to buy, where to go for a service, what recipe to try, all over a game or over a fence at the backyard. Today, we do the same thing, except that we use tools for it and seek out reviews on a global level. Advertisers too now know how to sell to you and the vital role that friends play in influencing your decision.
What is social selling and how do you make it work for your business?
Social Selling is making use of social media to make your sales more effective. It’s using warm, conversations that are both inviting and engaging with mutual benefits to the company and clients over cold calling, knocking on people’s doors and talking about what you do and who you are.
It generates insights and information into what customers want and what decisions they are influenced by before they buy. It also helps build relationships, make better strategic deals and grow the brand.
Making Social Selling work for your business:
Sure, you have tried cold calling and noticed that there are more people who say “Thanks but we’re not interested” than those who say “Sure! sounds interesting, come on over!”
Here are some tactics you can use for your business:
- Using social media tools like Google Alerts, Tweet deck, Radian6 etc. can give you real time insight into what your customers are talking about. You can then understand their needs, unmet demands in the market and leverage that information and use it for your business.
- If your customers are not using social media, find out what’s being said about the industry in general. Check out some reviews and understand the customer’s point of view.
- Use social CRM tools that allows you to capture user’s Twitter profiles, contact details, details of a consumer or user-anything that is publicly available.
- Dig a little deeper: Understand whom you are selling to. Who are the key people involved to seal the deal? Who are their customers? What are the customers talking about? What is the level of engagement that they have? What contacts do your contacts have?
With so much information up your sleeve, you can now make a pitch that doesn’t always talk about ‘YOU’ but rather ‘THEM’. You can tell them how you can solve their issues and how you can help them. Doesn’t that sound better? It’s a serious competitive advantage!
- Make use of communities & blogs– read other people’s blogs, reviews, and any visual media they have shared and connect with them. You can also use LinkedIn to connect to vendors; participate in LinkedIn groups and find new prospects!
- Set up Social Media Monitoring tools like Radian6, Buzznumbers, and Google Alerts to get active updates on the industry, your customers and potential influencers.
- Create your own Blog and Social Media Channels: In order to be successful at social selling, you must have a strong brand yourself. The company you are selling and sourcing for must develop strong connections. You must also develop the knack of story telling and increasing your social influence score. Also include a ‘subscribe to the company blog or RSS feed’ icon on your website.
- Identify competitor moves: We all want to be ahead of the pack but finding an advantage amongst the various players in the market is challenging. If you were using traditional methods of sales and marketing, you’d know as soon as there is a new ad, press release or product on the shelf! But now, you can anticipate your competitor’s moves by using social media monitoring tools. You can find that perfect opportunity to gain an edge over your competitors that you may have otherwise not known about!
- Prevent Customer Retaliation: By using these tools, you can avoid customer’s negative feedback by finding solutions to the problems they have mentioned. Doing a sentiment analysis will help you understand their emotions in regard to your product or service or your competitors products.
If you’re a stockist or distributor, you can understand which products to stock up on and which ones to drop. Imagine having all that shelf space for products that sell quicker!
With so many benefits to using social selling over traditional selling and cold calling, you can find opportunities everywhere! It’s time to embrace the new buzzword and make it work for you!
You can set up the tools and make it work for you and your sales team or you can give us a call and we can do it for you! You get all the information you need right in your inbox!
Talk to us now and let us know how you can make social selling work for your business! What tools do you use?
Join us for the conversation on #socialpandora