With social media channels now influencing 92% of B2B buying decisions, social selling has become an indispensable part of a sales process. However, without actively engaged audience, you will be soon forgotten in the noise.
The success of social selling depends on how you create authentic conversations, monitor discussions and add value at the right time.
Kindling engagement on social channels isn’t necessarily rocket science, but it does take effort. If you’re wondering how to get started then here are a few tips just to help you do that:
- Consistently share posts that will interest your ideal customers. These posts could range from blogs by industry experts to simple motivational quotes.
- Maintain a healthy level of activity by posting, liking, sharing and commenting on posts that your connections want to see.
- Monitor comments and conversations that indicate engagement opportunities.
- In Twitter:
- Filter tweets by keywords indicating a need for you company’s products. Reply to those tweets as quickly as possible to get the prospect’s attention.
- Tweet at least once a day to stay on your followers’ radar.
- Follow new people every day. This should include colleagues, brands you like, thought leaders, and your customers, prospects and contacts.
- Retweet from people you’d like to connect with.
- Create lists to segment your followers and monitor their activities. Lists helps you group prospects by job titles, geography, or any other parameters.
- Host twitter chats on interesting topics and invite your followers to participate.
- Use advanced search to filter prospects by company, job title, location, and more.
- Send personalized connection request. Connect with at least 50 people to get a completed profile status.
- Establish yourself as a subject matter expert by sharing relevant industry content and commenting on relevant posts.
- Like, comment and share appropriate posts from your prospects.
- Identify the topics that interests your target audience to answer questions related to those topics.
- Find relevant questions by typing keywords in the search bar.
- Look into question stats to gauge how many people are interested in the topic.
- Turn on notifications to receive alerts on new relevant questions to your areas of expertise.
- Depending on the questions you’re answering, modify your bio to show thought leadership.
- You can identify discussions that you should to be a part of by looking at the questions your competition has answered.
Social selling is a long term relationship building activity. Staying on top of all your brand mentions, tapping into relevant conversations, and adding value to the interactions is the basis of most social media engagement strategies.
What strategies have you used to improve your social selling efforts? Let us know in the comments below!