Social Media ROI

Social Media Can Power Your Sales Pipeline

  |  February 10, 2014   |  Comments

Continued from

How Do You Apply Social Media Into The Sales Process?
Social media is inherently about building relationships and establishing a presence. Twitter is not the forum to cold pitch. However, the networking potential and the ability to understand a prospective customer's pain points is where much of the value lies in social media as a sales tool. Listening on social media is one of the most powerful tactics in a social selling strategy. Monitor for popular hashtags and keywords that are relevant to your industry or brand to find insights but also see what is being said about your competitors. When you can offer value to the conversation as opposed to a hard sell, you will have a better chance of gaining the trust of potential customers. With more than 1.19 billion active monthly users on Facebook and 232 million active monthly users on Twitter, there's an ample amount of leads to be nurtured.

What Tactics Can You Use
Social networks exist to provide entertainment, information, and connections. Sales people need to take this into consideration when augmenting their strategy with social. While an outright cold pitch will very likely be ineffective, social networks can provide sales people with real-time buyer interests. If there is a conversation trending within your industry and potential customers, join in to offer meaningful commentary and interact with these buyers. Listening for these opportunities and finding out the pain points your customers are having will give sales people a feel for the conversation and allow them to add value.

When it comes to being visible and interacting with the community, utilizing customer advocacy and employee advocacy to ensure your current customers and employees are talking about the business across their social networks will also increase brand awareness. Again, buyers are actively looking for what is being said about the company and it's important to have advocates who can talk positively. Encourage the sharing of content, company milestones, and general news. Become a resource for buyers looking for industry knowledge. And when it's time for them to make a purchase, they will come to you.

Page:

ClickZ Live Chicago Learn Digital Marketing Insights From Leading Brands!
ClickZ Live Chicago (Nov 3-6) will deliver over 50 sessions across 10 individual tracks, including Data-Driven Marketing, Social, Mobile, Display, Search and Email. Check out the full agenda, or register and attend one of the best ClickZ events yet!

ABOUT THE AUTHOR

Russ Fradin

Russ Fradin is the co-founder of Dynamic Signal and a digital media industry veteran with more than 15 years' experience in the online marketing world. Russ co-founded and was CEO of Adify (acquired by Cox for $300 million in May 2008) and co-founded SocialShield. He was also SVP of BD at Wine.com, EVP of Corporate Development at comScore (NASDAQ:SCOR) and was among the first employees at Flycast (acquired by CMGi for $2.3 billion in January 2000). Russ is also an active angel investor in the digital world and is on a number of boards. Russ holds a BS in Economics from The Wharton School, University of Pennsylvania.

COMMENTSCommenting policy

comments powered by Disqus

Get ClickZ Social newsletters delivered right to your inbox. Subscribe today!

COMMENTS

UPCOMING EVENTS

UPCOMING TRAINING

Featured White Papers

Google My Business Listings Demystified

Google My Business Listings Demystified
To help brands control how they appear online, Google has developed a new offering: Google My Business Locations. This whitepaper helps marketers understand how to use this powerful new tool.

5 Ways to Personalize Beyond the Subject Line

5 Ways to Personalize Beyond the Subject Line
82 percent of shoppers say they would buy more items from a brand if the emails they sent were more personalized. This white paper offer five tactics that will personalize your email beyond the subject line and drive real business growth.

WEBINARS

Jobs