Can Social Media Marketing lead to Sales? – YES!
Unlike traditional/online advertising where an immediate sale is sought, Social Media Marketing requires the commitment of time and the ability to nurture relationships with individuals.
Social Media can be used like a “sales funnel” to help guide prospects from initial contact to the end sale by following these 10 simple steps:
Build up a list of potential targets by using the search functions in the various Social Media platforms. Target people based on their location, age and interests to help build an audience of relevant and interested followers.
Refrain from posting only sales-orientated content by sharing blogs and articles from external sources that provide rich content which adds value in some way to your audience – Give them something for free – Interesting, Relevant & Engaging Content.
Follow & be followed. If you’ve implemented steps 1&2 correctly then people will follow you because you’re relevant to their needs & interests. Once prospects have liked or are following your company you’ve got them – Don’t let them go!
4) Ask Questions
If your company is able to solve problems experienced by your audience then you have a higher chance of converting the sale by satisfying their needs & demands.
Ask your audience questions – ask them what problems they experience, what they like/dislike about certain products/services. How do you know what your customers want if you don’t ask them?
This is where the magic of Social Media happens – 2 parties engaging and being social. Ensure that any communications are 2-way – people are tired of 1-way Marketing communications. Keep asking questions and seek clarity where customers have sought answers from you. Be friendly, approachable & social.
You’ve engaged with your customer, established what their needs are and overcame their uncertainties – Now it’s time to introduce your own products/services.
Never make an offer generic, make your offer relevant and personal and make the customer feel like you understand them and their needs.
To facilitate the sale it is recommended to lead the customer away from the Social Media platform and to your main company website. On your website you’re in more control and can start to signpost your customer towards their preferred sales channel – Do they want to buy online, by telephone or in your shop? Signpost customers to the sales channel of their preference.
You’ve made a relevant offer to the customer, lead them to your website – but they won’t buy just yet.
The customer will want to know more information about your products/services – How much does this cost? Does the offer fit my exact needs?
One of the most common reasons for failing to convert an enquiry into a sale is the customer has doubts or unanswered questions.
You know this individual so tell them the benefits of your products/services according to their needs. Don’t tell them about the wonderful features or technical aspects – tell them how your offer can BENEFIT them.
10) Convert – SALE!
So many people are scared to sell, you don’t want to be seen as pushy – but all you need to do is ask for the sale.
Do you want to buy 1 egg or 2?
That’s £500 in total – Do you want to go ahead?
Simple questions – Just ask.
If the customer doesn’t commit then return to step 9 and overcome their objections.
And there you have it 10 simple steps to Social Media Sales Success.
What problems has your business encountered when trying to sell on Social Media?