Social selling is described as “a new approach to selling that allows salespeople to laser-target their prospecting, establish rapport and trust through existing connections and networks, and possibly even ditch the dreaded practice of making cold calls” (Hootsuite). As a salesperson, it’s more important than ever to understand social selling and how to effectively incorporate it into your own profile. So, here are 5 tips and tricks to help you hit the ground running:
- Pick a Platform
The first thing you should do is pick a platform to focus on that will suit the demographic you’re targeting. We’re not saying you can only have one social media account, but to be successful at social selling, you’ll need to ask yourself where you will focus most of your efforts. For example, if you’re customers are under 35, you may want to focus on employing an Instagram strategy, whereas if your customers are over 35, Facebook might be the better way to go.
- Don’t Over-Sell
Try not to be too pushy with the selling element. We know this may sound counter-intuitive but remember that social selling is about building authentic relationships with customers and prospects. Most people do not want to be bombarded by call-to-actions like “Shop Now!”, “Deal of the Month!”, and “Buy Today!”. They want to know about promotions, yes, but they also want to see you living your life as a salesperson, which brings us to the next tip!
- Be Authentic
“Authenticity is the key component of what makes social media so successful for businesses” (Forbes). Remember, that not all your followers will be actively looking to buy a car. They may have purchased one in the past from you, or they may know of someone who has and decided to follow you after hearing good things. The point is, you need to add some personal elements of your own life to be authentic and to be successful at social selling. For example, photos of you grinding it out at the office, on the road at an event, or even of with your family are all examples of content that your followers can relate to on a personal level, which will make them more likely to keep engaging with your content.
- Don’t Bleed the Feed
There is nothing worse than following someone who constantly bleeds the feed with posts, because their posts often crowd the other posts you want to see from your friends and family. Start out posting about two or three times a week and monitor your engagement. Then, post more or less frequently depending on how your content is performing.
- Diversify your Content
Let’s face it, no one else cares to see posts of other people happy with their new cars. It’s a bold and difficult truth, since many dealerships and salespeople post just that. An occasional photo is great but mix it up with other content like articles online, personal photos, and dream cars!
Social selling is so tremendously important, as 78% of salespeople participating in social selling are outselling their co-workers (Hootsuite). If you’re tired of attempting to get leads by more traditional tactics, we recommend you try it and see what it can do for you!
Also, check out some of our other articles for more marketing and sales tips and tricks!