Dec 01 2018
Thousands of followers, hundreds of likes, comments flooding in praising your work. Achievement unlocked!
But where are the sales?
As a brand, you’re left scratching your head. You mentally rewind. Content – tick. Content quality – tick. CTA (call-to-action) – tick. You did everything right but clearly something went wrong.
Keeping the frills part of content aside, the first focal point should be understanding the need of the customers. Creating a bond and keeping customers engaged in conversation, so when the customers want to buy, your brand is the first they recall (brand recall).
Once upon a time, long long ago, we operated on traditional sales model. And as traditional sales go, it included cold calling hundreds of prospects in a day, trying to find a lead. Creating a bond and engaging the customers wasn’t a part of the checklist.
But let’s be honest, in the current scenario no one really entertains these sales rep anymore. The world’s moved on to the digital platforms and that’s where the business lies.
But digital selling doesn’t mean you bombard people with unnecessary tweets, DMs and content. KEEP IN MIND: Don’t invade their space AND don’t spam!
Let your social selling talent take over. Now, what is social selling you ask?
Social Selling is strategically getting in touch and interacting with people who are trying to find solutions for their problems. Problems that YOU can solve. It starts slowly with building and nurturing relationships. Trust is the KEY, the key which will make your clients believe that you can provide the solution.
Stats provided by LinkedIn say that social sellers attract 45% more opportunities than their peers, are 51% more likely to achieve quotas, and outsell their non-social counterparts 78% of the time.
Not bad numbers for what the traditional guys would call sales over chit-chat. Right?
All this is well and good, but how do you sell without sounding salesy or without spamming?
1. Choose the right platform
First and foremost, be on the right platform and interact with the right audience. Find out where your prospective buyer is present and where your engagement/pitch will be taken seriously.
2. Be Present
I’d like to chat with a bot, said no one ever. Having chat bots liking and commenting on your behalf may sound like a good idea, but it does the opposite when it comes to sales. So be present, have a human interaction with the ones who are looking for you and your solutions. Get that personal touch in every engagement, that happens from your end on these platforms.
3. Be Consistent
Just like cold calling needs to be done on a regular basis, you need to be consistent with your digital efforts to drive that sale. For sales, follow up. Speak to them in-between. Don’t be all about that sales pitch and do the Houdini.
4. Offer Value: Simple but clickable – Keep this guru mantra.
a. Details on call-to-action – short, straight, bold
b. Offer point to point detail
c. Provide relevant solution and share relevant information.
5. Join existing conversations on your brand
Brand advocates will defend you, market you, do everything for you and it works! But that is NOT ALL THAT WORKS. Step in and join the conversation. Can’t figure how to keep up with where the conversation is? Use social listening tools for that but step-in and step-up.
Just keep in mind, that out of all the digital world conversions, this conversion is the easiest to do! So it’s time to go all in with your digital efforts. Focus on building networks, connect with your followers and use it strategically to grow your business.