For those who don’t know, social selling is a form of inbound marketing that allows companies to form stronger relationships with sales prospects. Research shows that 61% of the organizations who engage in social selling have experienced a positive impact on their revenue growth. A strong social selling strategy is a crucial element to guide customers through the buyers’ journey with relevant engagement and interactions.
Social Media Presence
It is impossible to have a social selling strategy without a proper presence on at least one social media channel, such as Facebook, Instagram, Pinterest, LinkedIn, Google+ or Twitter. For most sales professionals, LinkedIn is a preferable platform for obtaining new leads and improving the existing professional connections. However, for e-commerce businesses, Facebook and Instagram are ideal platforms. Pinterest is usually used by companies who provide certain services. The first step is to pick a network depending on the type of business, and then build follower base. Also, you can Buy Real Instagram Followers to expand follower-base.
Inbound marketing needs an in-depth understanding of the ideal client profile, including their interests, behaviors, where they spend their online time etc. Since a company can have various ideal client profiles, it is advisable to break down these profiles into customer personas. In order to create high-quality personas, you will be required to consider the emotions, pain points, needs and wants of the target audience. Understanding and discovering your customer personalities can help streamline the buyer journey. Once you figure out who you are addressing, it becomes easy to engage with the prospects, as you only include the tasks that hyper-target the ideal buyers. In addition to this, spare some time to research on the buying journeys of the competitor brands who have similar ideal client profiles. However, as tempting as it may seem, make sure you do not copy their buying journey and implement their strategies. The idea is to strengthen the areas where they are lacking and not mimicking their strong points.
Relevant and Educational Content
The content on a profile is often the reason why users follow or unfollow the account. Hence, you need to ensure that the content you share as part of the social selling strategy is useful and relevant to the targeted persona and not excessively or entirely promotional. Whether you are sharing an educational blog article from a trusted website or creating original content, the information you provide needs to be valuable to your audience. When you provide buyers with useful advice at multiple touchpoints throughout their journey, you enhance your presence on social media and get recognized as a reliable and trusted brand.
Visibility and Presence
When your brand is actively present on social media networks, your brand’s reputation solidifies, and people consider it an expert source of information surrounding the service, product or industry. Ideally, your objective should be to answer audience queries and clear their doubts, instead of just being a purchasing option. To make it easier for the readers to understand, post high-quality content and resources. Whether you share a relevant e-book at the strategic phase of the buyer’s journey, or a long blog post to convert a prospect to buyer, the key is to ensure that your brand and contest is the first that comes to mind when someone thinks of your industry. Furthermore, another strategy of staying active and on the minds of your prospects, is to respond to the audience on social media networks. Make sure you reply to the users’ message within an hour.
Recommendations and Referrals
Once the prospects are funneled through the customer journey, they can act as double-duty agents for the cause. Having a professional relationship with your customers opens up opportunities for repeat sales and referrals. Generating referrals and sharing them on the social media channels is helpful in obtaining new leads. One of the approaches is to prepare a case study based on the satisfied customer.