It’s no secret that all business owners seize opportunities to sell their wares. The task is made easier due to the rise of social media. One popular method of this is social selling.
Social selling is a marketing strategy that involves social media, email, and personal phone calls to connect with prospects and close sales. The concept isn’t new, but it has recently become the go-to tactic for businesses trying to lead in B2B sales. Companies have seen significant results from using social selling as a part of their selling strategy. However, there are still some businesses that don’t utilize it. As a result, they lose out on a lot of profit.
In this article, we list down the benefits of social selling. Read on below to get started.
#1 – Shortens the Sales Cycle
It’s now easier to connect with them online instead of cold calling customers and hoping they’ll pick up the phone.
In social selling, buyers and sellers are in constant contact. Therefore, cold calling is not only unnecessary; it’s also a waste of time. A great deal of energy and effort goes into making calls and hoping that the person on the other end answers. Instead of wasting time, you can focus and improve your social selling efforts.
#2 – Increases Your Lead Quality
You can generate a lot of qualified leads through social media. These leads are high quality and are more likely to hit your sales quota. Of course, this depends on your prospect’s social media following size.
#3 – Strengthens Your Marketing Strategy
Your social media marketing strategy is strengthened by using social selling. This is because you will be able to make many connections with other business owners and their contacts. You can use these connections to understand your target market better. You’ll also be able to make a stronger case when you share your solutions to their business challenges on social media.
#4 – Changes Prospects’ Perception
Social selling allows prospects to see you as a real person. This is a big advantage because you’ll be able to change their perception of your company. The focus will not be on who you are and what you do, but on their business needs. Ultimately, this will make them more likely to consider your company’s product or service than others.
#5 – Increases Customer Loyalty
When your prospects are convinced of your product or service, they’re more inclined to become loyal customers. They’ll continue to do business with you and buy more from you in the future. They’ll also be more likely to refer your company to others.
#6 – Attracts New Prospects
In line with customer loyalty, you can use your connections to attract more prospects. With social selling, you can show the world the value you can provide your prospects. You can also get the word out about your products, services, and company.
#7 – Improves Your Conversion Rate
What’s a conversion? For B2B businesses, it’s the rate at which prospects turn into customers. The higher your conversion rate is, the more money your business can make. The good news is that you can improve your conversion rate through social selling.
#8 – Improves Your Brand Recognition
Your brand is strengthened if you can achieve results through social selling. It’s a powerful selling tool because prospects see you as a resource and an expert in your industry. This, in turn, will allow you to build your brand and gain more customers.
Social selling can help you achieve better results for B2B sales. If you don’t already have a social selling strategy, it’s time you started implementing one. Your prospect’s perception and perception of your brand will change. As a result, they’ll be more inclined to do business with you.
While some social media platforms have come and gone, (MySpace, Google+, Vine, and more) the fact is, social media is not going away any time soon.
Businesses that want (and need) new customers need to embrace the current trends. The current trends are social media!
Right now, if you are a business-to-consumer company, you should be on platforms such as Facebook, Twitter, Instagram, and Google My Business. If you are a Business-to-business type of company, you should be on the same platforms as well as LinkedIn. It should be a priority to be where your customers are. And I can promise you, they are not looking through a phone book anymore.
Your future customers need you on social media so they can choose you over your competitors! It is as simple as that.
Here are some other great reasons why you should be on social media and working hard to keep it up to date:
Your happy customers use it to promote you
The more you are on social media interacting with your customers, the more visibility you will get. The more you keep your customers happy, the more they will be willing to use their own social media to promote you!
You can properly gauge what your customers think about you
If you are not on social media, you will be living in a bubble…and that bubble will only be with those around you. You cannot properly gauge your customer’s opinions about your product or service if you live in your own little bubble.
With social media, it is real-time. You do not need to wait to send out surveys or postcards to figure out what you are doing right or what you are doing wrong. You can use social media to make immediate changes to address customer concerns if they have them.
You can share customer success stories
Social media is the fastest way to share when you have made a lifelong customer. Not only do people love reading positive reviews of your business, but it is much more likely that they will use your services or buy your product when they see their friends happy that they did.
You can share a new product and/or service
Imagine being a restaurant and having a new menu item. You can share that picture of the beautiful dish and get an immediate response. The same can go for almost any other product or service. Even though we believe websites are key and extremely important in your overall marketing strategy, just simply posting the new item on your website may not be seen by several people for quite some time. Social media bridges that gap in a great way.
It is free!
Print, radio, and television ads cost a lot of money. Most businesses do not even touch those types of media because of the costs. Social media is free to sign-up and use, and if you were to choose to use any of them for paid advertising, the cost is very minimal, and the reach is far and wide. On many platforms, you can specify the demographics of who you are trying to reach as well.
While there is no cost to use the various social media platforms, admittedly the time to engage on social media the right way could be time-consuming. And yes, in business, time is money. There are companies, such as Silo Hill Web, that are experts in social media and can free you of that time commitment and let you run your business as you do best.
In conclusion, if you are not using social media it is time to start! It is as simple as that.
If you have a business, you need to also have a Facebook page. Facebook is the #1 social media platform in the world! Having a page, and using it correctly, means you can get in front of many potential customers. Not only that, but you can keep building long-term relationships with your existing clientele. Facebook has great page insights that allow you to really dig deep into your post analytics. It is also a huge money saver when starting out. The positives far outweigh the negatives. If you do not have a Facebook page yet, go get one now and then come back to this article to find out why it is not all that you should be doing!
1. Audience LImitations
Even though Facebook boasts over 2.7 billion active users, not all of these are your potential customers unless you are selling something as common as water. Thankfully, Facebook does allow you to focus your ads on specific demographics to narrow in on your clients, but not everyone is on Facebook. In fact, many are giving up Facebook to lessen the stronghold it has on their lives. Also, it is estimated that roughly 30-45% of internet users do not use Facebook at all.
Do not get me wrong, social media is here to stay. It is a great source for pushing your business information and advertisements. But Facebook is still limited.
2. Hard to Find All the Info
Have you ever gone to a Facebook business page to look and see what they offered, and couldn’t quite find it? Granted, you can scroll and scroll and scroll and may come to a post that tells you exactly what you are looking for but many do not have that much patience. I know I do not! I will look around for a short time and if I do not find it, I will look for the link to their website. This brings me to #3.
3. Websites Are Not Going Away
The worldwide web has changed quite significantly over the past couple of decades, but one thing is for certain, websites are not going away. If a business wants customers, it is imperative for any, regardless of the size, to have a website. A website can be whatever a business wants it to be, from a large business card giving basic information to a full-on product catalog and e-commerce store. The sky is really the limit to what can be done on websites but the same cannot be said about a Facebook business page.
4. It is not your page!
Just because you are the one who may have started your Facebook business page, and the page may have your business name on it, it is not yours. If you get removed from Facebook (or remove yourself) your page goes away too. Also, your page must adhere to their community standards. If it does not, they will remove it.
I do not want this information to keep you from using your Facebook business page as much as possible. It is a solid place to keep in contact with your customers and find new ones. It should be included in your broader marketing strategy. But do not let it keep you from exploring your other much-needed options as well. Make sure you budget for having a custom website built and getting it to the top of the search engines. Also, do not forget the other social media platforms like Twitter and Instagram. These must be included in your broader marketing strategy as well, and must all be kept up-to-date.