Outstanding marketing leads to sales, and excellent social media can build your brand and strengthen relationships. Opportunities are discovered and closed within an ever-changing digital landscape, and social networks are your sales allies.
- Find new opportunities: Social networks are just that, networks of people, from B2B referrals and contacts to consumer audiences. Prospect for new leads in that deep well.
- Keep valued customers on board: Relationships that are fraying, or being pulled away by competitors, can be strengthened through online interaction. Staying in touch with key decision makers is often enough to spark renewed interest.
- Gain valuable insights: You can learn a great deal about companies and individuals online. The more you know, the better you can target the right leads and build on shared interests.
- Set the right tone: Gone are the days of overly formal communication. There's room for real personality. Be human while staying professional.
- Improve your sales image: Companies invest heavily in their brand. Social selling is about projecting the right personal brand too, one customers trust and want to engage with. That starts with a professional profile photo.
- Be proactive: Scheduling tools help you stay present without being online around the clock. But engaging with questions, comments and concerns shows you are attentive and responsive, qualities that win business.
- Build rapport: Share useful updates, insights and news in real time. Consistent, relevant presence builds recognition quickly.
- Focus on giving: Sales is increasingly about the value you add. Share your knowledge freely and you'll be seen as the expert people are looking for.
- Remember that less is more: Social media is short-form communication. Adapt how you interact, or you'll be fitting a square peg into a round hole.
- Don’t become an unwelcome friend: More channels don't mean more messages. Relevance and restraint work wonders.
Originally published on LinkedIn on October 6, 2015.