Social selling is important, like any business initiative. There are no shortcuts. Successful social selling involves an investment of time.
Although many of the social media networks are free to use, most sales professionals require some training in order to use social media networks effectively. Not everyone can turn fans and followers into clients.
Here are the 10 Commandments of successful social selling:
1) Start With a Strategy
A strategy doesn’t have to be long and drawn out, but there must be some forethought involved. A successful social media selling strategy can be developed by answering these questions:
- What needs to be accomplished?
- What type of technology should be utilized to interact effectively?
- What social media networks should efforts be focused on?
Answering these questions can provide a firm foundation to social media strategy development.
2) Invest in Training
Some sales professionals may feel threatened by technology; training may be necessary. Even sales professionals with a history of using social media may need a few pointers on using social media to sell effectively.
3) Measure Regularly
If social media selling efforts aren’t being measured, the efforts are for naught. Measurements should be taken on a regular basis.
4) Enlist Everyone
Unfortunately, many sales professionals are still living in the past. These sales people view social media as a threat or a passing fad. Ensure that staff is buying-in to the social media selling efforts; otherwise sales results will be less than stellar.
5) Don’t Expect Instant Results
There is no quick fix. Social media selling success doesn’t happen overnight. Patience and diligence is always required for anything worthwhile.
6) Keep Training
Training is critical to success with social sales. Technology changes happen quickly. In order to stay abreast, social media training must occur regularly.
7) Monitor Progress
ROI can be measured in many different ways. Measuring ROI can involve tracking sales revenues, leads generated, time lapses between sale to close, and more. Pick which statistics matter most and track them regularly.
8) Invest Time Wisely
Many sales professionals complain that there isn’t enough time to invest in social media. However, salespeople can’t afford not to invest in social media selling efforts. A significant portion of CRM is done via social media. If there isn’t enough available time for social media selling, then schedules must be reevaluated. Social media selling is extremely important.
9) Always Offer Value
All social media interactions should offer value to prospects. Give helpful advice, links to resources and other valuable information to build good will.
10) Stay Positive
Keep social media interactions positive. Every interaction should begin and end on a positive note. Prospects remember feelings more than anything else. Give prospects good memories and they will return for more.
Social media networks provide sales professionals with numerous opportunities to build goodwill among various groups and potential clients before delving into 1:1 sales dialogue. Integrating social media into sales and marketing plan will lead to increased sales and decreased competitive pressure. There is no time like the present to dive into the wonderful world of social selling.
