Social media is not unique to our private lives. It is change into a truth {of professional} life as properly — notably within the gross sales world. In truth, 56% of gross sales professionals use social media to seek out new prospects.
In consequence, social promoting abilities are transitioning from a nice-to-have to a need-to-have for gross sales professionals, however creating that type of experience is far simpler stated than achieved.
So that will help you up your social promoting recreation, we reached out to some HubSpot consultants for some key ideas and methods you’ll be able to apply to raised leverage your social media presence to attach with prospects and make onerous gross sales.
Let’s dive in.
Social Promoting Ideas
- Leverage data on social media to attach with prospects.
- Diversify your platforms.
- Display curiosity by interacting together 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.
After we reached out to Sarina Kowaguchi, former Senior Progress Specialist at HubSpot, she burdened the significance of leveraging social media to seek out frequent floor and construct rapport with prospects.
She says, “I’ve discovered that social promoting might be actually impactful when you’ll be able to leverage data on social media — such as LinkedIn — to attach with a prospect on mutual experiences, pursuits, or connections.”
For instance, you possibly can congratulate a prospect on knowledgeable milestone or “win,” or ship a personalised message on occasion.
2. Diversify your platforms.
Dan Tyre, government at HubSpot, emphasizes the worth of sustaining an energetic social media presence throughout varied platforms.
He says, “Twitter, Instagram, Fb, and Linkedin are my jam. A part of being an inbound government is to ensure you are optimizing a number of platforms to make it straightforward for folks to seek out you and reinforce your model.”
Kowaguchi echos an identical sentiment, telling me: “Whereas electronic mail and telephone calls will stay a big a part of my day-to-day prospecting, I diversify my efforts throughout different channels of promoting as properly, and I’ve discovered that social media messages can reduce by the noise that emails typically current.”
3. Display curiosity by interacting together 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 clients admire it if you share pertinent data and assist broaden their attain.”
By participating on-line, it additionally sends the message that you simply’re accustomed to the prospect and their work. As Tyre observes, “If I’m going to focus on an account, I at all times observe 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 wish 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 line with her, “I stay by this mantra in particular person and on social media — be your self, and be honest. And your viewers will naturally develop because of this.”
She provides, “Once you affirm the way you genuinely really feel a few 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.
After 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 wish to level them within the path of my suggestions on LinkedIn to listen to straight from different clients I’ve labored with. The bottom line is being real.”
He provides, “For those who do a terrific job fixing for the client, they will at all times be eager to supply suggestions — and the extra you resolve for them, the extra optimistic that suggestions will probably be. It is a terrific behavior to get suggestions after a gross sales course of and even higher to have that suggestions displayed within the type of a LinkedIn advice.”
6. Use information to tell your social promoting technique.
For enterprise chief and creator Melonie Dodaro, a superb 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 based mostly in your findings.”
There are a number of key efficiency indicators (KPIs) price monitoring, like profile views, connection requests, and leads generated.
In fact, you have to outline your objectives so you might have one thing to measure for. As an illustration, possibly you wish to improve your community by 20% — or generate X-number of leads by way of LinkedIn every month. Then, you’ll be able to decide which ways are serving to you progress nearer to your purpose.
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 submit not less than weekly on LinkedIn, together with particular person follow-ups with prospects who have interaction together with your content material.
He instructed me, “Usually, the secret is to have three or 4 interactions inside 10-12 days, which exhibits skilled persistence with out overwhelming your prospect.”
Again to You
Creating robust social promoting abilities is simpler stated than achieved — nonetheless, gross sales reps stand to realize rather a lot from making that improvement a precedence.
Social media is not going wherever, and when correctly navigated, it may be a strong useful resource for understanding, connecting with, and in the end making offers with prospects.
