5 Hacks to Help Fast-track the Sales Process through Social Media
Digital is the present and the future of marketing and commerce. Owing to this ever -evolving landscape, marketers and sales professionals are constantly trying to push the envelope in hopes of exploring new avenues and opportunities in the sales process.
Today, social media is a crucial piece of the puzzle in selling successfully. While social media doesn’t replace traditional sales techniques, online networking sites have proven to be a valuable tool for modern sales professionals. This is further emphasized with current digital targeting tools such as lead generation and specific SEO targeting available on platforms like Facebook, LinkedIn and Twitter.
What brands must understand is this: consumers have evolved from traditional offline buying experience. Hard selling just won’t cut it anymore. They must understand the language and climate of social media, and take measures that enable their brand to connect more easily with people. A presence on social media will help a business scope the trends and issues in a given market. However, one fundamental mistake which brands initially make, is that, they get onto social media without understanding the platform. As a result, they don’t get meaningful and effective output. Thus, it’s essential to know each platform and engage accordingly.
Below are 5 effective hacks to help fast-track the sales process through social Media.
- Hear what they truly want through social listening:
Today, the digital consumer has more power in terms of choice and customization. In order to succeed, organizations must be adept at understanding what their customers truly want.
Social listening involves monitoring the online atmosphere surrounding your industry, products and even your company. By tuning in to important conversations, sales professionals and B2B marketers can discover new prospects and develop a comprehensive understanding of how their customers talk, what they’re looking for, and what topics they care about most.
This social listening helps improve the branding exercise accurately. It also helps streamline the initial stages of the sales cycle.
- Share relevant = Stay relevant
A brand’s social media channels must offer content that goes way beyond promoting a product or the brand itself. A brand must offer value first; assets or services later. 74% of 1st time buyers online are more inclined to go with brands who offer value to their lives over hard selling a product to purchase.
By sharing relevant social media content through images, blogs, videos, infographics, your audience will be more in tune to your brand and will engage more frequently with you.
- Hit all the right targets through segmentation:
This is something truly useful for sales professionals. Despite a billion+ social media userbase, having a defined segmentation strategy, can help sales professionals make the most of social media; irrespective of where the prospects are in the marketing funnel. Factors like location, age, job function and other parameters can be filtered and platforms like Facebook, LinkedIn and Twitter make it easy to segment your audience into custom lists and groups. This in turn, speeds up the sales cycle.
- Building strong meaningful connections:
Social media gives marketers and sales professionals a unique opportunity to build and establish authentic relationships with their customers and prospect more effectively. In fact, a recent marketing stat revealed that 71% of B2B buyers who form an emotional connection to a B2B product or service end up buying that product or service. Marketers, sales professionals and other key stakeholders in the sales process – take note. Providing quality over quantity goes a long way in maintaining genuine relationships with your buyers. The faster a trust is established with a prospect, the faster it leads them along the sales cycle.
- Optimize your message for different social channels
No two apples are the same, and this is even more applicable in the case of social networking sites. With more social media domains offering a purchase option, modern customers expect nothing short of a seamless buying experience. A B2B industrial product can’t be just be hard sold on Instagram. Similarly, promoting a rock concert on Linkedin is a mismatch. As purchase experiences vary across platforms, brands have to creatively craft their message in order to target customer base on different platforms respectively. This helps effectively target audiences in the right way and leads to faster conversion in the sales cycle.
Even though social media is just one angle to convert a lead into a loyal customer, a brand’s social media activities can have a great impact on its overall sales cycle.
In conclusion, we don’t ask that marketers and sales professionals blindly rush into social media prospecting for leads. Instead, carefully analyse each platform and the social climate online, then leverage the power of social media to engage prospects in order to build strong connections; for a brand or business, to be relevant and successful, would have to interact with the customer through every step of their journey on social media.