The beauty of social selling is that it places infinite connections at your fingertips; however, it does require a time investment. For busy sales reps, this can be turnoff, but incorporating social media into your daily routine isn’t as hard as you might think. We asked a few of ZoomInfo’s top social sellers to weigh in with their best tips.
Ready to get started? Here are our top social selling tips for busy sales reps:
- Automate what you can
Business Development Representative Lauren Trojano uses Oktopost to access curated content put together by the ZoomInfo marketing team. “It’s a huge timesaver,” Trojano says. Instead of hunting for good content, she can sign into Oktopost, choose a blog post, webinar, or infographic and tweet or post it with the click of a button. Other helpful tools include Hootsuite and Buffer, which allow you to pre-schedule social media posts and monitor all of your feeds in one place.
Keep in mind, for social selling to be effective, you also need live interactions with followers. Sharing content and automating posts are great, but not as engaging as real-time feedback. Make sure to comment and join in on the conversations around you.
- Follow industry-specific groups and hashtags
Account Executive Mark Bedard suggests joining the same LinkedIn groups as your prospects. This allows you to see what industry-specific topics they are interested in. “You’re looking for that opening line, that reason to reach out to someone,” Bedard says. Pay attention to what people post and the types of content they share. You never know where you’ll find that piece of information to help you seal the deal, or at least get your foot in the door.
- Leverage mutual connections
The fastest way to gain a new customer is to get a recommendation from an old one. Take a look at the social media profiles of clients that you know are happy with your products or services. See who they’re connected to. If any of their connections fit your customer profile, ask for an introduction.
Don’t underestimate the power of social connection. “You’d be surprised by how many people will respond,” says Trojano.” “Even CEOs, who you could never get on the phone, will respond right away.” Like much of the working world, members of the executive team keep tabs on their social profiles throughout the day. “LinkedIn is almost like the Facebook for professionals now,” Trojano says. While busy executives may have someone else answering their phones or monitoring their email, many still control their own social media accounts, particularly LinkedIn.
- Move the conversation offline
The goal of social selling is to make connections. Once you do that, it’s time to set up a meeting or a phone call to move the relationship forward. Retweets and Facebook likes are great, but they won’t lead to a sale. Gauge the prospect’s interest and move the conversation offline when you can.
For more social selling tips, Check out our blog post, “Engaging on Social Media: 4 Strategies for Sales Leaders.”
Let ZoomInfo help you grow, with the information you need to connect with prospects and leverage social selling. Contact us today!