Marketing and sales tactics have changed; social media is replacing other facets of the selling process. It is time to step up to the plate and start social selling if you want to keep up with your competition. Making the leap to social selling might be difficult, but with these 5 steps, you will be able to tighten the reins and start using social media correctly.
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1. Exude Professionalism
Use the benefits of social media websites such as LinkedIn and Google+. Create a complete, professional look on your profile from your profile picture to what you have to say. Keep it direct and do not harp on “selling”. List any accomplishments, certifications and training you have. Include some details of your knowledge and experience to emphasize credibility. Focus on your successes.
2. Know Your Target Market
Figure out exactly who your target market is and understand how to reach them. Research precisely what those people are interested in. Find out what your targets want to see, what they are doing, and what they are searching for.
Knowing everything about the type of person you are trying to reach is key when you try to create content that appears relevant to that person. By developing multiple audiences, each with specific personas in mind, you can deliver specific content, catered to each persona’s wants and needs.
3. Develop a Relationship
Trust and communication is essential to any relationship, even in a business/social marketing situation. People need to believe that you are creditable and have experience before they will take your word for it.
Customize yourself based on your target market; make interactions feel personal. If your client feels they can relate to you, they will trust you more.
If trust exists, the client will be more apt to share your information and provide referrals.
4. Pay Attention
What type of media is your target market engaging in and what are they interested in once they get there? What are the latest trends? Incorporate your target market’s interests into your social media broadcasting.
Be a step ahead. Answer questions potential clients have not asked yet.
5. Take Advantage of Technology
A huge advantage of social media is that you can reach a wide variety of people at any time, anywhere. Research when the best time would be to reach your target market on social media sites and try to post most content within those time frames.
For instance, if your target persona works 9-5, they will likely have down time around 1-2pm. They are more likely to encounter anything you post in that time frame because they will be on break, leaving their attention up for grabs. Posting at 11am will be less effective for that persona.
Selling through social media is still fairly new. Explore new ways to reach your target market; think of creative ways to draw attention to your business.
Branch into a new market with social media and watch your firm begin to flourish. Gone are the old ways of marketing; social selling is the new approach, and it is working. Use these 5 simple steps to use social networking to draw new leads and increase your sales.
Photo credit goes to Flickr user Ian Muttoo
