How to Move in to Social Selling
Simply knowing the benefits of this practice isn’t enough. If you were to dive in headfirst without careful planning, it’s likely, if not given, that your social selling campaign would fail immediately. You need to take time to identify the right channels, target the right users with the right content, and equip yourself with the right tools to succeed.
Social Selling, this is a process of researching, connecting, and interacting with prospects and customers on social media networks
Hoping that the Ugandan social media streets will stay the same as before after all the introduced taxes are implemented well and effectively, social selling transit will require one to:
-> Fill their digital utility belt with the right social selling tools
After the commitment to the transit, then comes the tools to succeed with users. You can’t just start tweeting or posting articles on LinkedIn and call it a day for social selling. You need to engage with people in your industry, and start becoming a recognizable authority. The first step to accomplishing that goal is to download the right prospecting tools. For examples on
- Twitter, PeerIndex, FollowerWonk, and ManageFlitter are great places to start narrowing down your target audience. Each service is similar in nature, and each allows you to search through Twitter profiles by keywords.
- LinkedIn, tools like Crystal and Prospect Hive cover a range of prospecting features that can help you fine-tune your outreach to individuals. With Crystal, you can perform a “personality test” on a user, which will help you “learn the best way to speak, work with, and engage the person” however you feel best. At its core, Prospect Hive is a fantastic prospecting tool that allows you to search LinkedIn profiles and get access to their email addresses. Neither of these tools will automatically create a lasting relationship between yourself and a prospect, but it will provide you with an avenue to reach the right people; the rest is up to you.
-> Kickstart your social selling by participating in Twitter chats and LinkedIn groups
While the tools above will be able to help you capture a vast majority of the prospects you want to reach, there will still be some people that you fail to connect with. Some accounts don’t have relevant bio information, and thus, wouldn’t come back in any searches for “CRM” or whatever demographic you want to target. They might have a significant number of conversations surrounding your specific topic, but without those keywords on their profile, they’re essentially invisible to you.
This is why something like a Twitter chat is so important. Like the now #SocialMediaTax #MobileMoneyTax #MeToo etc are meaningful conversations happening in the country and around the world, and you can make real connections by participating in them.
The same is true for LinkedIn groups. If you’re interested in learning more about SaaS companies, you can join a professional network titled, Software as a Service – Group, which currently has over 90,000 members. Regardless of your specific interest, there will likely be a LinkedIn group for you, where you can meet, and interact with people from across the world, and develop business relationships in the process.
-> Emphasize relationship building
The biggest issue with the term social selling is that it’s slightly misleading. It sounds like you’re trying to make sales through social media. No. as defined about it’s about research, connecting and interacting with prospects and customers on the social media platforms. Please don’t get it twisted, it’s paramount that you don’t inundate your social connections with articles about your product, or demo’s about your service; you are connecting to prospects not selling to them. There are no “hard closing tactic[s]” during this process. Social selling “isn’t for reps seeking quick wins or a silver bullet. Salespeople have to be willing to put in the time and effort to engage with their target buyers on an ongoing basis, and even then, there’s no guarantee that their efforts will pay off.”