Three Social Media Moves That Will Increase Your Sales Over Time
As a business owner operating in the 21st century, nobody has to tell you how important it is to be present on social media. By now you’ve probably taken all of the steps to get your business on every social media channel possible. Many small businesses do this and hope that the customers start rushing in, only to realize that they’re not. Just having a presence isn’t enough to begin to see followers turn into customers. Your social media strategy must be used to nurture the sales process.
Breaking down your sales process
The most common stages of the sales process include prospecting, engagement, researching, the sales pitch, and the close. Every potential customer will go through this process before making their purchase. It is your job as the seller to get them through this process as seamlessly as possible.
What does your social media strategy have to do with any of this, you ask? Everything. Your social media channels are platforms for prospecting - the first step in the sales process. Every new follower is a potential new lead. Engagement is how you decide which followers are most likely to turn into qualified leads by the information that you’re able to gather about them through researching. From there, you pass on qualified leads to your sales team to make the pitch and close the deal. As your social media strategy will focus mainly on prospecting and engagement, here are three things you could be doing that can help you develop more potential leads and increase your sales over time.
Spend more time connecting with your followers. Social media, like any form of effective communication, is a two way street. Outreach can be as simple as responding to comments, liking their posts, or reposting. The engagement from your company eventually sparks an interest into your company.
Getting started: Create three to five personas that embody the most immediate type of customers you want for your business. Note things like the trends, publications, and even competitors that they follow. Once you have them written down use this as a guide to who to engage with from your accounts. This will also come in handy when you start advertising online, so the more details the better!
Give knowledge for free
Establishing yourself as an authority in your industry is the best way to build brand awareness and trust which eventually leads to loyalty. The easiest way to do this is to give bits of knowledge away for free. Keep the proprietary information to yourself (that’s how you make your money) but, don’t hesitate to leave little nuggets of content along the way for your followers to see that you actually know what you’re talking about. You’ll find that the followers who appreciate the information are much more likely to turn into a qualified lead.
Keep in mind that the kind of knowledge you give to your customer audience is relative, and quality will take you farther than quantity. For example, if your business is selling leather accessories, shoot a short video documenting your production process. If you're a leather business producing in the U.S., take it up a notch and highlight the importance of buying goods "Made in America". If you are selling professional services, start by blogging and sharing your opinions on industry news and tips.
Buy Sponsored Ads
Invest in brand awareness. You could have over 100,000 followers on Facebook, but only a small percentage of those followers are actually seeing your posts. Buying sponsored ads increases the amount of people that see your posts at any given time on social media, even the people that aren’t following you. Knowing who your customers are allows you to target to specific groups of people based on their interests, locations, and online activity. Instagram, Twitter, and Pinterest all have similar for business spaces so advertising on one platform isn't more difficult than the other. Getting that great content you've created out to anyone you'd consider a qualified sales lead can be done with as little as $10 per campaign.
It's important to know that having a ton of followers only matters if you can turn them into paying customers. Make sure that the effort you’re putting in on social media returns some reward. Shoot our team a note and find out how GrowHaus can talk to you about how to grow your business with social media.