Let’s take a look at the top social selling trends of 2022.
As a sales professional, you’re often the first point of contact for prospects when they have questions or concerns. The same can be true online.
A whopping 45% of sales reps say using DMs to provide customer support is an effective strategy for converting prospects. On top of that, 43% say it’s an effective strategy for converting existing customers.
Don’t be afraid to tell prospects and clients that your DMs are open for any questions. If you identify a possible lead, shoot them a quick introductory message. Like a traditional cold call, keep your message short, personalized, and friendly.
DMs offer personal, one-on-one, direct business-to-consumer communication. It also affords more privacy than the standard comment section. But remember — while social media is a powerful tool to start conversations, the ultimate goal is to eventually take it offline. DMs can be a stepping stone to getting there.
Most sales professionals think of social media as a networking tool — which is true, but it’s also a powerful search engine, enabling you to identify and research leads with just a few clicks.
With all this intel available, salespeople no longer need to take shots in the dark, hoping their pitch lands.
Further, social media can be used to “warm up” leads before you eventually reach out in a more formal capacity. Start by liking and commenting on their posts to get on their radar. Then, when it’s time to pick up the phone and call, you can reference something they’ve shared in your pitch. Something along the lines of, “Hi [X], I just read about your new office opening in Chicago. Congratulations. It got me thinking about some ideas that could help you with [address concern].“
At its core, building rapport is about providing value — and social media is a great vehicle to deliver it. There are many ways to build rapport via social media, such as showcasing reviews and testimonials, engaging with your prospect’s content, and sharing relevant articles.
But, above all, your goal is to provide value. Don’t clutter your prospect’s feeds with irrelevant content or inundate them with messages. Instead, your interactions should be thoughtful, timely, and personalized.
Social media shopping allows brands to sell their products through social media platforms. Rather than directing prospects to your online store, social shopping tools enable others to discover, peruse, and purchase products directly from your business’s social channels.
Sales reps shouldn’t ignore the power and popularity of social media. As you’ve read above, it’s a versatile sales tool for reaching and engaging with prospects. While it’s a great vehicle to start conversations, finding success relies on creating relationships you eventually take offline.