Social Media for Sales and Lead Generation
The question I get asked more than any other question is, how can I use social media and social media marketing to grow my company? Well, here are some realities about using social media for sales and lead generation.
First things first
First, you have to make sure that your customer-facing processes, are at at least the good level, preferably the great level, quite honestly, but they have to be at least good. So your sales process, the actual delivery of the service or product you provide, and then the customer service element behind that delivery that comes after you deliver. Those three are key processes that have to be at least good, preferably great, before you really look to social media or honestly, any marketing channel to produce sales and leads for your company.
Using Social Media to Generate Sales
Let’s just assume that those processes are really in line and you’re good to go on that front. So here’s how you can use social media to help generate leads and sales.
Once you have your strategy, your objectives and your demographics all figured out, what you’re going to do is you’re going to engage with your target audience on social media. You’re going to like, you’re going to follow, you’re going to join groups where these people hang out and you’re going to offer value to the conversation. So you’re going to engage, you’re going to follow, you’re going to connect. Once you do those tasks, the lead will be somewhat warmed up and that’s when you make your first ask.
The First Ask
The first ask could be something small or free. That’s what we typically recommend. So this might be an assessment, it might be a free download. It might be a product trial, it might be just asking them to join your email list so that you can market to them in that way as well. And we usually help our clients figure out what makes the most sense there.
Once your target opts into that, you’re going to continue to engage and then you’re going to continue to follow up with them.
And then depending on the goals and the objectives and the target audience, you’re going to then go to your second ask, which that is usually the sales ask if you will. So that might be a request for a meeting. It might be a request for a phone call or a demo depending on your product or service. It could be an ask for the sale at that point. From there you’re going to have a process to close the loop. I always recommend having a “no for now” process, as well as if they say yes, they’re going to go directly into your sales process at that point.
Social Media Sales Resource
To help you out a little bit, we’ve included this BeeSmart Social Media Sales Strategy download that can guide you through this process and give you some tips along the way. And what I would remind you is that it does take time, but what we usually find is that the leads are more qualified, they’re warmed up, and it’s usually easier to make that first and second ask, and the response is usually higher to both of those.
If you have any questions about this, please let me know. I’m happy to have a conversation with you.