What Is Social Selling?
Social selling is the practice of using a brand’s social media channels to connect with prospects, develop a connection with them and engage with potential leads.
A new approach to selling that allows salespeople to laser-target their prospecting and establish rapport through existing connections.
Hootsuite
•Over 4.6 billion people worldwide using social media
• 78% of social sellers outsell peers who don’t use social media
•52% of customers worldwide say social media has influenced their shopping decisions
Brand/Profile
How do you current look online?
What topics are you talking about?
What “keywords” are you working on?
What hashtags are you targeting?
Audience
3 Areas of Social Selling Focus
1.Brand Awareness & Future Leads
2.New Sales & Customers
3.Existing Client Retention & Future Sales
Listen
Which socials do you use?
What analytics do they have built in?
What 3rd party softwares can you use?
https://sproutsocial.com/insights/social-media-analytics-tools/
30% of tweets talking about your brand, don’t include your “@”
Sprout Social
Only 24% of brands say they “do” social listening
socialeemedia
Social Monitoring – Checking Notifications, collecting mentions and close data
Social Listening – analysing conversations, reflection and understanding, tracking conversations around words/themes/brands
so we can…
…discover opportunities and develop content and conversations for your audiences
Our favourite social listening tool – https://www.social-searcher.com
Engage
Know who you’re talking to…
Know your audience
What do they want to know
Find FAQ’s in Emails
Have a suggestion box
Which social media posts get the most likes…elaborate
In future you could also use analytics
Digital Content Strategies
4-1-1 – 4 pieces of content from others, 1 reshare, 1 self-serving post
5-3-2 – 5 pieces of content from others, 3 from you, 2 personal updates
Golden Ratio – 60% others’ content, 30% your content, 10% promotional
Rule of Thirds – 1/3 posts about you, 1/3 curated content, 1/3 conversation
trends.google.com
Social Customer Service
•1 billion messages are exchanged between people and businesses every month on Facebook Messenger.
•70% of people expect to message businesses more in the future for customer service questions.
•64% of people would rather message than call a business.
•59% of brand replies to user Tweets occur within 15 minutes.
Promo
Social Commerce Platforms
Marketplace sales, a.k.a. peer-to-peer sales
(e.g. Facebook marketplace, Craigslist, eBay)
Native social media shopping solutions
(e.g. Facebook, Instagram or TikTok Shops)
Curated shopping lists
(e.g. Shopping Lists on Pinterest)
Live shopping events
(e.g. on Facebook Live)
Shoppable AR filters
(e.g. shoppable Lenses on Snapchat)
Your Ideal Sales Funnel
Where is you audience coming from?
What stages are in the purchase process?
What upsells/side-sells/cross-sells can you offer?
When and how do you follow-up?
What can be automated?