Social selling and sales intelligence are being lauded as the new way of selling.
But how do you actually do it? How do you sell to prospects when they’re more interested in interacting with each other than with hearing your sales pitch? How do you find time to use social media when it takes away your time in front of prospects?
Strap yourself in ladies and gentlemen, today we’re going to share a Sales Hack that will blow you away.
We developed this Sales Hack to automate the most time-consuming activities on social media. Every week, we were spending hours reading through Tweets and messages from prospects and customers. Imagine if we could only see the the ones that were most relevant to us and were notified exactly when someone tweeted it.
Now there’s a way to get immediate emails to your inbox when one of your prospects Tweet something relevant to your company. I’ll show you how in this step-by-step guide.
Start Being Social
People trust people who are like them. It’s no different on social media. If you’re the “Drive-By Tweeter” or even worse, the “Blank-Profile-Without-a-Profile-Picture Tweeter”, people won’t trust you. Create and fill out your profile and start interacting with others: your friends, coworkers, and customers.
If you’re new to social media, it’s not too late. There’s are literally hundreds of guides to get you started. Here’s our guide to Linkedin.
Laying the Foundation for Social Selling
There’s only one person who knows who your most promising prospects and customers are – you. No software or tool out there can make that decision for you or has the same intuition for your customers like you do. So start following and creating a Twitter list for your customers.
- Use Twitter Search with your prospects’ names to find and follow them on Twitter.
- Create a list to manage all your prospects and customers
Understand your Trigger Events
A trigger event is a keyword or phrase that is relevant to your company or industry. For example, it could be a recent tweet from your prospect with an article mentioning “sales productivity” or a question about different sales tools. Those are events that allow for you to reply to them, reach out to them with an answer, or just send a friendly email to reconnect.
- Spend some time figuring out what keywords and phrases are relevant to your product and more importantly, which ones are most important to your prospect.
How You Can Add to the Conversation?
No one likes to be sold to on social media. But that doesn’t mean that you can’t be a purposeful-resource.
Share your knowledge and guide prospects to the right direction. It could be a blog post your company wrote or an e-book resource for them to download. These will all give you reasons to in front of your prospect. Make sure that you browse your company materials and resources so that you know what you have at your disposal.
Getting Through the Noise on Twitter
Twitter can get really noisy really quickly. For you to be able to focus on only what your prospects and customers are saying, create an RSS feed to easily filter their conversations.
- Go to http://sociable.co/social-media/twitter-rss-feed-creator
- Scroll down to the section of Generate an RSS Feed for a Twitter List
- Enter in your Twitter account name and the name of your list
- Click generate
- Copy the link from “Click here to view your Twitter List RSS feed” that returns at the top of the page
Finding the Ideal Time to Connect
The last step to this Sales Hack will let you know when to reach out to prospects and customers. Get an email straight to your inbox when a customer has Tweeted something relevant to your company.
We’ll show you how to set up IFTTT to get those email notifications.
Now you’re set. Continue on completing your sales activities. Just remember that social selling is like an acre on Farmville – left untended and it won’t yield any carrots to sell for coins. But least in this case, we’ll notify you when the carrot is ripe for picking.