How to Use Social Media to Close Business

Embrace the Impact of Social Selling

While social media is renowned for creating brand awareness and establishing expertise, its potential for driving business, especially in the B2B sector, is often overlooked. Social selling, a distinct approach from traditional sales strategies, involves connecting, educating, engaging, and eventually closing a sale through social media platforms.

Simply Be Present and Active

With 75% of B2B buyers relying on social media for decision-making and a significant percentage of decision-makers falling within the 18 to 34 age bracket, maintaining a social presence is non-negotiable. Being active involves:

1. Posting regular updates: Share a mix of company news and relevant articles a few times a week.

2. Targeting relevant social channels: Focus on platforms frequented by your target audience.

3. Building engagement: Participate in groups, chats, and conversations with connections.

4. Utilizing social scheduling software: Employ tools like Sprout Social to schedule and share content, ensuring regular check-ins for direct engagement.

Prioritize Relationship Building

Unlike traditional sales tactics, social selling emphasizes connection and value addition. Treat social media as a vast cocktail party, prioritizing relationships over immediate sales. Connect with leads and demonstrate your value by:

1. Answering relevant questions within your expertise.

2. Engaging with and sharing content from potential customers.

3. Showcasing expertise through case studies and online courses.

Productize Your Expertise

For service providers, consider creating digital products like online courses, group coaching programs, or pay-to-play webinars. This not only advertises your services but also taps into the audience connected to your brand.

Listen to Your Audience

Gain insights by actively listening to your target audience on social media. Utilize hashtags, participate in industry-related groups, and follow customers and competitors. Use the information to shape your sales campaigns.

Use Social Media as Research

Before a sales presentation, leverage social media for insights. Set up alerts, delve into social profiles, and find personal points of connection. This not only personalizes interactions but also shapes your presentation.

Stay in Touch

Social selling is a gradual process. Interact with leads regularly by sharing content and relevant comments. Building trust takes time, and by remaining top of mind, you increase the likelihood of them returning with business opportunities.

Mastering social selling is a transformative skill for any business owner, offering a departure from cold calling and focusing on engaging prospects online. Embrace the shift; it will revolutionize your business.