Social selling is utilizing social media accounts such as Twitter, Facebook, LinkedIn, Instagram, etc. to reach out to buyers with whom you would like to do business with. Social selling has advantages in the business world over cold calling because according to Statista, 75% of B2B buyers now use social media to be more informed on vendors, and 90% of decision makers say that they do not respond to cold outreach.
Social selling can be as easy or as difficult as you would like for it to be. In this blog we will be discussing using Twitter for social selling. The first step to take in a social sale is to make sure that your social media account looks credible. A Twitter account that does not have a cover photo, barely tweets, doesn’t have a bio or doesn’t have an avatar can come across as unprofessional.
To make your profile seem more credible include a cover photo and avatar photo. Do not use something that is generic. Include a nice, mature photo of yourself for the avatar, and for the cover photo use something that relates to your position or your business, perhaps a photo of the city you live in. Utilize the bio section of your account to talk about your business. As a rule of thumb someone should be able to know what product or service you provide after reading your Twitter bio. Pin a tweet that either summarizes your business or values to Twitter. This will be the first tweet that buyers see when they look at your profile, and it will leave a good first impression.
The best way to tweet to attract social sales without coming off as redundant is to have a content rotation strategy. With this strategy it is good to tweet three times a day; first, tweet a relevant blog post or article to your company and values, then tweet an article from your company or personal blog, and finally you can include a tweet about your personal or professional life. The reason for the content rotation strategy is that buyers can sometimes become uninterested in or annoyed with an organization if they tweet too many promotional tweets about themselves.
Now that you have an attractive, professional profile with a great content rotation it is time to reach out to buyers. When you find buyers on Twitter it is vital that you do not over engage with them. This can easily annoy them and make them overall uninterested in doing business with you. Simply start by liking a tweet of theirs. This will show that you are interested in what they have to say without being pushy. Then prepare for reaching out to them. Twitter is one of the best ways to start an educated conversation because you can see what your buyer’s interests are. Look at their tweets and replies and figure out what values they hold to figure out why they are tweeting that. Use what drives them and reach out to them and begin an educated conversation. It is crucial that you do not connect and pitch your product or service right away because it will come off as ingenuine and unauthentic. Build a relationship on values and interests and the time to present your pitch will come naturally.
Finally here are some last tips on social selling. Make sure you diversify your tweets to include photos, videos, hashtags, quotes, and links. This will make sure to capture a buyer’s eye on a timeline of mundane tweets. Keep tweets to 100-120 characters. People can get bored of reading, so make it easier on them to understand your message in as little characters as possible. Last but not least, always be genuine with buyers because it is really easy to tell when people are not genuine nowadays and that could easily cost you a sale.
Now that you have a killer profile, a valuable content rotation of tweets, and know how to reach out to buyers, what is holding you back? Scroll through your timeline and start some sales!