5 Tips for Moving to Social Selling
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Cold calling is an outdated way of communicating with potential customers, especially these days when there are so many other avenues to explore. There are 93 million active social media users in the Middle East, so it makes sense to capitalize on this market. If you are currently using cold calling to generate sales, you may want to consider social selling instead or a mix of both.
These are some marketing tips your sales team can use to move seamlessly from cold calling to social selling:
- Follow your target market
If you want to ensure your social selling as effective as possible, you should make a list of companies in your target market and start following leaders within those companies. Your aim is to get your target market to start following you so can engage with them, build relationships and ultimately, turn them into customers. If you don’t have the time to conduct the research required to find your target market, you may want to consider using lead generating tools such as Growbots and Clearbits.
- Listen to your customers
Take the time to find out what customers are saying about your brand on social media, respond to any comments and answer questions. The more responsive you are on social media, the better it will be for your business and your brand in general. It is quite easy to keep up with your industry on social media if you conduct regular searches to find out what people are talking about. You can then start getting involved in conversations, which can improve your brand and help to generate sales.
- Share content
Consumers don’t just want you to go in with a hard sell, they want to hear your story before they will consider whether to buy from you. Sharing content is a subtle way of interacting with your potential customers and the more interesting and insightful content you share, the greater your brand will be. Customers like to hear what makes your product or service difference and the unique selling points. Your content should be used to tell a story, which will build your brand and generate interest.
- Network on LinkedIn
LinkedIn is a great social media platform for generating business, as it’s the main purpose is for professional networking. Unlike social media platforms such as Facebook and Twitter, LinkedIn is rarely used for personal purposes, most users post only professional content and view it as a platform to make business connections. LinkedIn is a popular social networking platform, with a total of 400 million users and more than 3 million in the UAE and 2.5 million in Saudi Arabia. You can use LinkedIn to connect with potential customers and invite them to meet up for a chat or arrange a phone call. Groups are also a useful but underutilized function of LinkedIn. There are more than 1.8 million groups on LinkedIn and the best way to use them is to search for groups where your target market will be. If you offer your services to digital marketing companies, for example, this is the type of group you want to join.
- Post Ads
Posting ads can be a highly effective way of getting sales for your business and you can target a specific market, so you know you are reaching the right people. For example, if you are selling locally and you live in Bahrain, you may only want to target this market, at least initially. On Facebook ads, you can target by gender, age, interests, location etc. and you can spend as much or as little as you want.
If you primarily use cold calling to sell your services, it might not be practical to completely move to social selling. There is bound to be a transition period, so you may want to start using it at times when you are waiting for callbacks, or you are not particularly busy. You may also want to consider hiring a team who focus only on social selling, in addition to your cold calling teams.
If you’d like to find out more about social selling and how it can help your business, our digital marketing certifications can help provide you with knowledge and skills to improve your strategies. Our digital marketing courses are offered in partnership with DMI.
You can also contact our program advisors via this link for better assistance.