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Selling On Social Media

Thursday, July 09, 2015   By Mike Reddy

 



The marriage between sales and social media is a fairly seamless one.

Very much like real marriage, without active listening and the willingness to compromise the relationship can be far from happy.

It seems intuitive to incorporate a social media strategy into your sales plan.

After all, social media as a direct reach into your market, so why wouldn’t you utilise its capabilities to make sales?

Unfortunately it can be harder than you might think so I would thought I would add some of my business coaching guidelines.

A new catch phrase popping up is “social listening” - engaging with social media outlets to really understand and listen to your customers and their needs and wants.

With these insights, you can cater and personalise at every step of the sales process.

With Facebook now beginning to appreciate its value to the world and converting that appreciation into higher advertising costs, it’s no longer necessarily the obvious and best option for all small businesses.

Start by researching what other outlets your customers are using - Instagram, Pinterest, You Tube, LinkedIn and Twitter are great places to start.

Adopt a streamlined strategy, quality over quantity. If your desired customer is not spending time on these sites, then you are wasting time and resources.

It's really important not to sign up for everything but instead to pick and choose and cultivate.

One of the first things I ended up doing in my business coaching engagements is to reduce the time key people in the business of spending on engaging and just too many social media channels and activities.

Also bear in mind that lead scraping is not what we mean by social selling. Social selling implies conversion of a lead into a customer and to do so you have to actively engage and become involved in conversations.

Live chats, comment sections and blogs are great ways to initiate conversation.

When cultivating your social media outlets, utilise the 70-20-10 rule. 70% of your page is engaging, relevant content provided by you, 20% is made up of commentary and content generated by others and 10% should be promotional.

Embrace the instantaneous results that social media selling can provide. Time-sensitive offers, click-through deals and “comment/like” and win type promotions have the best results in this here-and-now day and age.

When it comes to selling on social media have no fear, the app’s are here! Consider inSelly, Hashbag, Soldsie, Chirpify and Beetailer, to name a few.  Research the options to find one that may work for you.


Mike Reddy is a Chartered Accountant, business coach and advisor helping businesses in Sydney, Melbourne, Brisbane and Gold Coast to easily increase their profits and cash flow. He is currently President of the North Sydney Chamber of Commerce, a Regional Councillor for Sydney North East and a member of the Institute of Chartered Accountants Sydney leadership team. As well as advising businesses, Mike presents business development seminars and webinars and is regularly contacted by the media to comment on small business matters. You can connect with him on Facebook, Twitter and Google+.