Social selling has long been a tool implemented by sales professionals to build relationships and trust as part of the sales process. The term has evolved as technology has changed, and while it is often still used offline, it has definitely made broad strides into the digital world.
Social media has been a key proponent of social selling. Nurturing prospects through social media is an extremely important, and effective, selling strategy.
A glance at some stats support this type of social selling:
75% of customers say they use social media as part of the buying process.
72.6% of salespeople using social media outperformed their sales peers.
47% larger purchases result from nurtured leads than non-nurtured leads.
Over 40% of salespeople say they’ve closed between two and five deals as a result of social media.
Twitter Surpasses LinkedIn
Unsurprisingly, LinkedIn has long been the professional’s social media site of choice. This network provides a space for professionals to provide detailed information about their employment history, interests, and more. It is a goldmine of information for salespeople and is a valuable tool.
But a recent survey shows that, surprisingly, Twitter has surpassed LinkedIn as the number one social media site used for social selling. This means that if you are already using social media for prospecting, you may want to add some additional focus to Twitter.
Twitter Tips for Social Selling
Twitter may seem very different from LinkedIn, but the same rules apply. Effective selling through any social media platform is achieved by building a strong relationship of trust with your prospects.
Here are some other tips for using Twitter for social selling, specifically:
Identify keywords that people would use when searching for a solution like yours.
Use Twitter’s search function, or a Twitter management tool, to monitor these streams of tweets and identify relevant conversations.
Research users by looking at what they are tweeting about, their bios, who follows them, who they follow, what lists they are on, and any other information you can find. This will help determine if they are a good fit for your solution.
Engage users who might be a good fit through favoriting, retweeting, replying, and following.
Doing this on a regular basis builds a relationship and familiarity with that user. Eventually, you will be able to direct message them for a phone call.
Keep in mind when interacting with prospects on Twitter that this platform moves incredibly quickly. It is essential for you to stay on top of your Twitter interactions if you truly want to use Twitter effectively.
Twitter has already been proven to be a valuable platform for selling, so taking the time to learn this platform will only prove to be a useful tool in your selling tool belt. Just keep in mind that this doesn’t mean you should abandon LinkedIn altogether. Instead, use the two platforms simultaneously to glean more information about your prospects, and build stronger relationships.