What is social selling?
To answer that
We're talking about selling on social media. Social media is a whole new playing field so guess what that means? Sales
First, I want to tell you a very important lesson I learned from working in the restaurant industry.
When waiting tables and tending bar, we were constantly urged to get a higher check average. I wasn't good at pushing people to do things they didn't want to do and I typically didn't really care what management said. Therefore, I never focused much on that end result.
Instead, I focused on providing the best service possible, which started with knowing my audience. I could typically tell whether or not my audience was someone who wanted me to go over every little detail of the menu, suggest a wine or if they were the regulars who already knew exactly what they would order. I would immediately adapt my attitude to accommodate that.
In turn, the people I was serving knew I understood them. They trusted me. And guess what? My check averages weren't that bad either.
What I'm getting at is that I learned increased sales came when my tables trusted me.
Selling on social media is built around that exact same quality: trust.
When we look at social media and WHY it's such a successful way of communicating, we see it as a place where we can connect with one another no matter where we are and get the answers to questions we have instantaneously. Companies on social media need to remember to these two core elements if they want to be successful.
Now that you hopefully understand the philosophy behind social selling a bit more, let's look at the steps it takes to successfully sell on social media:
1. Build Trust. In order to build that trust on social
2. Provide a cool atmosphere. Say you've offered someone a piece of content that helps them on their way to solving their problem. You are now on that person's radar. What you need to do now is provide an environment of cool, an environment that keeps that person coming back and hanging around.
3. Don't blatantly pitch your product or service. Ever. Once you have built a community that people like to hang out in, that's when you can start offering up your products or services as bigger solutions to their problems, but don't do it in a way that is blatantly obvious. Make it relevant to that person. You need to customize your pitch per every connection you have. Appeal to their specific wants and needs. The more specific you can get, the better.
I hope you have a better understanding of what is social selling now. When in doubt, think about how you like to be dealt with when you enter a store, a restaurant, etc. If you're looking for
Build trust and provide real, specific value.
What questions do you still have about social selling?