Social media is not unique to our private lives. It is turn into a truth {of professional} life as nicely — notably within the gross sales world. In reality, 56% of gross sales professionals use social media to seek out new prospects.
Consequently, social promoting abilities are transitioning from a nice-to-have to a need-to-have for gross sales professionals, however creating that sort of experience is far simpler mentioned than achieved.
So that will help you up your social promoting recreation, we reached out to a couple HubSpot specialists for some key ideas and methods you may apply to raised leverage your social media presence to attach with prospects and make arduous gross sales.
Let’s dive in.
Social Promoting Ideas
- Leverage data on social media to attach with prospects.
- Diversify your platforms.
- Reveal curiosity by interacting along with your prospects’ content material.
- Be your self, and be honest.
- Construct credibility with LinkedIn suggestions.
- Use information to tell your social promoting technique.
- Keep constant.
1. Leverage data on social media to attach with prospects.
Once we reached out to Sarina Kowaguchi, former Senior Progress Specialist at HubSpot, she pressured the significance of leveraging social media to seek out widespread floor and construct rapport with prospects.
She says, “I’ve discovered that social promoting may be really impactful when you may leverage data on social media — such as LinkedIn — to attach with a prospect on mutual experiences, pursuits, or connections.”
For instance, you might congratulate a prospect on knowledgeable milestone or “win,” or ship a personalised message sometimes.
2. Diversify your platforms.
Dan Tyre, govt at HubSpot, emphasizes the worth of sustaining an energetic social media presence throughout numerous platforms.
He says, “Twitter, Instagram, Fb, and Linkedin are my jam. A part of being an inbound govt is to be sure to are optimizing a number of platforms to make it straightforward for individuals to seek out you and reinforce your model.”
Kowaguchi echos the same sentiment, telling me: “Whereas electronic mail and cellphone calls will stay a big a part of my day-to-day prospecting, I diversify my efforts throughout different channels of promoting as nicely, and I’ve discovered that social media messages can minimize by the noise that emails usually current.”
3. Reveal curiosity by interacting along with your prospects’ content material.
Engagement is the secret with regards to social promoting. Tyre underlines this level, telling me: “I discover that prospects and prospects admire it while you share pertinent data and assist increase their attain.”
By partaking on-line, it additionally sends the message that you just’re aware of the prospect and their work. As Tyre observes, “If I’m going to focus on an account, I all the time comply with them on Twitter and have some interplay earlier than I name or electronic mail in order that they know I did my analysis and I need to assist them get extra enterprise.”
4. Be your self, and be honest.
Kathleen Rush, Gross sales Supervisor at HubSpot, means that gross sales reps keep true to themselves by their social promoting efforts. In response to her, “I reside by this mantra in individual and on social media — be your self, and be honest. And your viewers will naturally develop in consequence.”
She provides, “If you affirm the way you genuinely really feel a couple of consumer or a product, you construct authenticity as a useful useful resource. As soon as that belief is established, the conversations can actually start! Watch these views and shares develop!”
5. Construct credibility with LinkedIn suggestions.
Once we touched base with Marlon De Assis-Fernandez, Principal Account Govt at HubSpot, he had this to say: “After I take into consideration social promoting, I take into consideration how I can use my social media to construct social proof.”
For De Assis-Fernandez, an effective way to do that is by constructing (after which leveraging) your LinkedIn suggestions.
He instructed me, “Having a slew of suggestions will help showcase your integrity. For people who I have not labored with, I prefer to level them within the course of my suggestions on LinkedIn to listen to straight from different prospects I’ve labored with. The bottom line is being real.”
He provides, “If you happen to do an important job fixing for the shopper, they’re going to all the time be eager to supply suggestions — and the extra you resolve for them, the extra optimistic that suggestions can be. It is an important behavior to get suggestions after a gross sales course of and even higher to have that suggestions displayed within the type of a LinkedIn suggestion.”
6. Use information to tell your social promoting technique.
For enterprise chief and writer Melonie Dodaro, social promoting technique is backed by information.
In her personal phrases, “To enhance your social promoting technique on LinkedIn, it’s vital to commonly analyze your information and regulate your method primarily based in your findings.”
There are a number of key efficiency indicators (KPIs) value monitoring, like profile views, connection requests, and leads generated.
After all, it’s good to outline your targets so you have got one thing to measure for. As an illustration, perhaps you need to improve your community by 20% — or generate X-number of leads by way of LinkedIn every month. Then, you may decide which techniques are serving to you progress nearer to your objective.
7. Keep constant.
Constructing relationships with prospects takes time. This is the reason consistency is such a key ingredient for any gross sales technique — on-line or not.
As an illustration, Tyre recommends gross sales reps put up at the least weekly on LinkedIn, together with particular person follow-ups with prospects who interact along with your content material.
He instructed me, “Usually, the bottom line is to have three or 4 interactions inside 10-12 days, which reveals skilled persistence with out overwhelming your prospect.”
Again to You
Growing robust social promoting abilities is simpler mentioned than achieved — nonetheless, gross sales reps stand to realize lots from making that improvement a precedence.
Social media is not going anyplace, and when correctly navigated, it may be a strong useful resource for understanding, connecting with, and finally making offers with prospects.
