Top Social Media Strategies to Add to Sales Objectives
In a digital age, effective social media communication is key when establishing your sales objectives. Here are the top social media strategies to consider.
Sales experts distinguish themselves from the stereotypical sales guy or gal by knowing the business trends and industry challenges, as well as the potential solutions. They are subject-matter experts and are masters at engaging with customers.
When it comes to meeting sales objectives, sales experts don’t just rely on the company’s marketing team to strategize. They don’t just swoop in when it’s time to implement the marketing plan. Sales experts take the time to analyze their customers’ buying habits and they take advantage of digital technologies to accomplish their goals.
And speaking of digital technologies, there’s no question that social media has changed and will continue to change the way people buy.
What does this mean for you?
That you should also change the way you sell. Let’s take a look at the social media strategies you can incorporate into your sales objectives.
Add These Social Media Strategies to Your Sales Objectives
1. Social Listening
Also known as social media monitoring, social listening refers to tracking what people are saying about your business online. You can use the insights you’ve gathered through social listening to:
- Generate leads. For example, you can monitor keywords about your target customers’ problems with a competitor’s product or service. Once you’ve identified these pain points, you can reach out to these customers and offer solutions. Make sure you make yourself available to answer questions and be ready to demo your product or service.
- Build relationships with influencers in your industry. And not just influencers, you should also identify the people who are likely to become advocates for your brand. These are satisfied customers who are likely to become lifetime customers as your brand grows.
- Improve customer service. In a previous post, it was explained how high-level customer service can increase your sales. But you can’t provide such level of service if you don’t know what your customers are saying about you. With social listening, you can instantly know whether you’re getting positive or negative feedback.On Facebook, for example, you can respond to people who are experiencing issues with your product or service. This way, you avoid turning them into disappointed customers and present yourself as someone who’s always ready to help.
Some social listening tools to get you started are Google Trends and Twitter Advanced Search.
2. Social Media Automation
Never forget that as a sales professional, the goal is to close sales. Social media communication can help you do that but it shouldn’t require all your focus. The problem is that daily social media tasks can be a time sink.
Luckily, there are social media automation tools you can use to take care of repetitive tasks. You can use these tools to schedule posts, promote content across different channels, send automated emails, and so on. There are also tools that allow you to recycle blog posts, tweet multiple times, and share curated content.
3. Social Selling
It makes sense for people to come up with social selling tools since the modern buyer is likely to research products before making a purchase or getting in touch with a salesperson.
If you have your own website, you can use a social selling tool such as StoreYa to import your online store into Facebook. There are also other options such as Pinterest’s Buyable Pins and Instagram’s Shop Now button.
Keep in mind, that whatever social selling tool you decide to use, you should avoid coming across too strong. Buyers are less likely to engage with you if you do social selling without building a relationship first. You should also make sure to customize your sales copy and not to settle for generic sales messages.
4. Social Media Mining
To meet your sales objectives, you need to know how to mine social media data. This includes shares, likes, mentions, comments, and clicks, just to mention a few. You’ll then have to use social media analytics to make sense of the data you’ve mined or gathered.
Now, why is this important?
Savvy salespeople don’t just try every social media trick they’ve learned or read about and just hope against hope that one of them will work. They make decisions based on data. And they carefully measure their ROI.
If you have a Facebook business page, for example, you can look at certain metrics such as engagement, impressions, and page likes. These will give you an idea as to how your posts are performing and if they’re driving customers to convert on your website.
LinkedIn also has built-in analytics tools. Here, you can check engagement, followers, interactions, and impressions. There’s also Google Analytics, as well as Twitter Analytics.
5. Social Advertising
At some point, you’ll have to delve into the world of social media advertising. Several years ago, posting creative content was enough to build your social media presence. Nowadays, if you want to be visible to your prospects, you’ll need to grease the wheels a bit.
The good news is that there are cost-effective ways to advertise on social media without taking away from your other sales objectives. Plus, you can do targeting, which allows you to really zero in on your potential customers.
If you’re not comfortable with running long-term campaigns on one social platform, you can try other channels and see which one will give you the most bang for your buck. You can also tweak ad copy, play with targeting, and test audiences to find the best social media mix that will increase your sales.
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Written by Peter Spann
Peter Spann – Film Maker | Director | Business Coach | Writer | Public Speaking Coach | Presenter | Investor.
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