The biggest movement in the Sales World today is that from cold calling to twittering, direct mail to social media. These forward thinking sales reps are putting themselves in the position to break down all of the old barriers of communication. No more being rejected on phone calls, no more unanswered emails.
Social media not only gives you access to many more people in the same place than you ever had before, but it also allows you to monitor potential clients, competitors, and to network. A recent study found that 78% of reps using social media are outselling their peers.
There are several tips we’ve gathered from experience that will help you squeeze social media for all that it’s worth.
Use Social Media to Find New Opportunities
Work with members of other departments to make sure you don’t lose a single golden opportunity. They can help you find valuable intelligence from social media. For example, if someone working for the customer service department finds a tweet from a competitor complaining about the service, you can spin this into an opportunity for your business. If the customer service rep forwards this information along to the sales team, this opportunity can be taken advantage of by confronting the prospective customer and offering her a solution to her problem and gaining you a new client.
Do your Buzz Research
As important it is to put yourself out there on social media to find people, it’s just as important to stop and smell the roses every once in awhile. Pick up on the things that others are talking about. Look specifically for engaged social media users and try to find out what they’re saying about your product or service in particular, or any other wants/ needs they may mention in their comments, posts, etc.
Use social media platforms to easily access all of your connections and mutual friends. If you can reference someone that you know in common with someone you’re trying to break the ice with for the first time you’ll be shocked at what a difference name-dropping can make. A warm referral is known to increase the odds of sales success by 200 to 400 percent. Make sure it’s sincere and not just some meaningless person you haven’t spoken to since High School to seem genuine.
Rate Your Effectiveness
It’s important on an individual level, and for the company as a whole to have a good picture of what your social media efforts are doing for your sales and for the company itself. This means paying special attention to your analytics. SEO is a good mechanism for this, but it’s also important to see where your leads are coming relative to the sales funnel. What percentage of prospects from social media are becoming conversions. Constantly check back with your analytics after you make a big move on social media to see if it’s following through with conversions.
Social media won’t be replacing phone or email anytime soon but it’s a new tool lots of sales reps are taking complete advantage of the opportunities social media has to offer, and it’s continuing to help sales reps make their quotas. How do you use social media to boost your sales? Do you have any other special tips to share?