How to Master Social Selling

The Selling Process

While it may seem like a daunting task, getting into a daily social selling routine is relatively simple. It just takes 30 to 60 minutes a day and a lot of practice, patience and determination. To get you started, here’s a look at our framework for a social selling routine:

  • Choose platforms: do some poking around and try to determine which social platforms are most popular in your market. Pick two to start – you can’t afford to be overwhelmed or discouraged. Get used to the social environments of each platform and set up and optimise your profiles.
  • Research and share: one of the keys to social media is sharing the right content. Don’t just share the first article you find and never share something you haven’t completely read. Do your research and only recommend posts and articles that you truly believe bring value and enrichment to your potential customers.
  • Connect: whether it’s LinkedIn, Twitter, Facebook or Google+ it’s easy to see who is engaging with you socially. So ensure that you connect, follow, add or circle anybody that seems interested and, you know, be social!
  • Measure and follow-up: an upside to social selling is that every social platform is easy to use, no matter your location or device. This means you can cut down on speed-to-lead time by quickly engaging with people who share your content and immediately responding to messages and inquiries, even while you’re on the go.

This has simply been a brief outline as to why you need to consider social selling and how you can get started. Dedicated social selling is becoming more important to keeping up with the competition and meeting your sales goals. For further information or guidance on how to better understand and develop a social selling strategy, get in touch with WSI Chester today on 01928 787026!

Social Selling – The Rise of Internet-powered Sales

Are You Moving Online With Your Customers?
 
 Marketing involves the promoting and selling of products and services. If you’re a marketer you’re essentially a salesperson, even if that’s not how you perceive your job. Most people think a “sales” role consists of these typical activities: endless cold calls, prospect meetings and a whole lot of proverbial doors slammed in your face.
 
But in today’s business world, the tenets of selling are evolving right along with the core focus of marketing. Consumers no longer stand for being forced and bullied into a decision; instead, they prefer to build relationships with brands, gather information and eventually come to an informed conclusion on their own. Your job as a marketer or a salesperson is to do a better job of highlighting the value of your products and services than your competition.
 
Social Media Is Changing The Business Landscape
 
The ability to adapt is one of the most important components of success in both business and marketing. This willingness to pivot and take risks is especially important for truly great digital marketing campaigns due to the fast-paced nature of the Internet. One aspect of the digital space that is significantly shifting the business environment is social media. While some companies are still getting acquainted with the idea of social selling – using social media platforms to generate leads and close sales – the early adopters are busy reaping the benefits.
 
The simple fact is that in order to sell, you need something very specific: a potential customer. Logic follows that to interact with potential customers, you need to be where they are (waiting for them to come to you just doesn’t work any more). This is exactly why websites and strong digital branding have become such a vital part of marketing over the last decade – if you don’t have the website customers expect, it makes a bad first impression. As consumers flock to rapidly growing social media platforms, social activity is becoming just as critical as an engaging website.
 
From a numbers standpoint, the statistics speak for themselves. Recent Forrester research shows that 91% of B2B IT buyers are involved with social media. On the other end of the spectrum, studies found that 78.6% of salespeople who use social selling out performed those who weren’t using social media. Essentially, social media platforms are like giant networking groups that literally never stop running. The people who attend achieve more success – it’s not a coincidence. Do you really want to actively ignore an opportunity that big?
 
Are you interested in learning more about how social selling could benefit your business? If so, give WSI Chester a call today on 01928 787026.

Improve the Power of your Social Selling

Social Selling is about using the power of social networking and the internet to assist and influence customers throughout their buying journey.

This short video provides some simple tips to help you become a Trusted Authority in the eyes of your customers.

 

If you are interested in introducing Social Selling skills into your business, contact WSI Chester today on 01928 787026.

LinkedIn kills Product and Services Pages

LinkedIn has just announced that the Linkedin Products & Services Tab will be removed from LinkedIn Company Pages on April 14th 2014! (View announcement)

Until then, you can continue to edit existing products and services, but you will not be able to add new products and services.

But on April 14:

  • Your LinkedIn Products & Services pages will be removed
  • Any links directly to those pages will no longer function
  • Customer Recommendations on those pages will be lost

To replace it, Linkedin is recommending two alternatives to share information about your products and services:

1. Company Updates: You can post information on your products and services on a daily basis on your Company Updates. These Updates are seen by your followers on your Company Page as well as on their newsfeed (across all devices including mobile).

2. Showcase Pages: These are extensions or subpages of your Company Page dedicated to specific products and services, designed to allow companies with a diverse range of products or services to create pages for individual brands. This allows brands to target their marketing and build relationships within relevant communities. Individuals can then follow the pages in the same way as they would a Company Page and the two should be treated as separate entities.

And what about the Customer Recommendations?

According to Linkedin:

“If you’re a Company Page admin, you can save recommendations by copying them from the tab into your own document. You can also request a copy of the recommendations that were present as of March 4, 2014. The recommendations will be available through Customer Support until Friday, May 30, 2014. Note: If you want to use the recommendations in promotional or marketing materials you’ll need to get permission from the individual who made the recommendation”.

Linkedin does not give any indication whether they intend to implement an equivalent of recommendations for Showcase pages.

In our opinion, this is a negative move by LinkedIn as many companies have expended significant effort obtaining these valuable endorsements and recommendations, and now they will just disappear!!

Your only option will be to post these Recommendations as Updates!  There will be no central repository where they can all be stored. Some industry commentators are suggesting creating a showcase page labelled Recommendations, placing existing recommendations on it and updating it with new ones in the future.

Are you using the LinkedIn products and services tab as part of your digital marketing strategy? If so, you need to migrate to Showcase pages as soon as possible.

The Periodic Table of Content Marketing

Content Marketing is the ‘hot topic’ in the world of online or digital marketing.

However the use of unique, inspiring, informative, useful content has always been the foundation for effective marketing and advertising.

What is different in the digital age is that the number of ways that content can be presented has multiplied as has the mechanisms available for delivering it to the target audience.

As well as creating the content itself, content marketing is as much about understanding the different campaign options available to a business, choosing the most effective ones and measuring their impact.

To help provide some structure and organisation to the world of content marketing, Chris Lake of eConsultancy.com has created a Periodic Table of Content Marketing.

This infographic provides an overview of the key elements of content marketing such as strategy, content type, platform, format, goals.

The Periodic Table of Content Marketing, by Chris Lake.

The Periodic Table of Content Marketing

 

 

This table can be a very useful tool to help a business to define its content strategy. For example:

  • Which formats to use and the content types which will appeal to the target audience.
  • Which mechanisms to use to distribute and share the content
  • Selecting relevant metrics and goals to track the success of a campaign

If you would like to discuss how content makreting can benefit your business, why not give us a call on 01928 787026.