You've probably already noticed, during your research, that there are thousands of "pseudo-experts" in... social media Around here. Everyone's saying they are experts in managing social media of a company.
But unfortunately, the truth is that the vast majority don't know what they're doing.
I'm not saying there are so few that you could count them on your fingers, but I guarantee that this gigantic volume of experts... social media management for businesses, It's nothing more than a grand illusion.
“"Most people don't know how to play the game of those at the highest level."”
What separates those who truly know how to play this game seriously and effectively are these three points:
- Practice time
- Consistency
- Knowing how to do it (and doing it well!)
Despite many companies boasting that they know how to take their brand to new heights through... social media marketing, Few are those who truly take a company from From point A to point B with excellence..
O social media management It involves several steps and is much more than simply making posts.
Social media management involves ensuring a good multichannel strategy, aiming to find a balance between customer service, content creation, and results analysis across your company's social media channels.
Being present in social media It's no longer a differentiating factor for any company. Currently, those who stand out on social media are companies that recognize the value of this tool and use it as a communication channel with their customers and as a promotional channel, both for the brand and for products/services and content.
We know that it's not easy for a company starting out on social media to define what type of content to publish, whether to have a lighter or more serious approach, how often to post on social networks, which metrics to analyze, etc.
A management of social media It involves several stages, ranging from defining the strategy and positioning, planning publications and execution, to monitoring and gathering results.
For all of this to be done well, it's necessary to have a person or team exclusively responsible for your company's social media channels, because that way the process will be seen as important and necessary for the company, and not just an obligation that doesn't bring real benefits.
How do I build my social media strategy?
Here's the key point: without a well-defined strategy, your company will have a social media profile but won't know what to do with it. This is where many companies go wrong; they fail to see the real benefit of investing in social media management and become discouraged.
It is very important define the objective of being present on social media.
That's where our followers and customers feel comfortable sharing our content, commenting and giving feedback on the content and services we offer, or simply having an open channel of communication with us.
However, there are several objectives that may be linked to your social media management strategy. For example:
- brand promotion;
- to be a channel of communication with customers;
- Create a fan community for your company;
- education through the dissemination of content;
- sales.
The essential thing is that Only one objective should be the driving force of your strategy. – to maintain focus – and to ensure that the objective is aligned with your company's current situation.
And most importantly: this strategy can – and should – vary over time. If you find that your company has reached its goal and that brand awareness is no longer as important, the next step could be to start focusing on sales.
How to sell through social media: Social selling
Understanding how to sell through social media is the first step in adopting a new and rapidly growing commercial approach: social selling.
While the traditional sales script relies on cold calling techniques, demonstrations, and lead generation, sales driven by social media are based on... relationships.
In other words, you use social media to connect with potential customers and get closer to your target audience, building lasting relationships and sharing relevant content.
According to the State of Inbound 2018 report, published by HubSpot, Currently, the biggest challenge in sales is getting a response from prospecting efforts. Therefore, social media is fertile ground for generating relevant dialogues with potential clients and capturing more promising leads.
A survey conducted by the Institute Qualibest A 2019 study published in the newspaper Extra revealed that 621% of Brazilians have already shopped online through social media. Furthermore, 80% of users follow company pages on Facebook, while 89% follow brand profiles on Instagram.
In terms of presence, 93% of internet users are on YouTube, 92% on Facebook, and 83% on Instagram.
From the business perspective, 96.21% of businesses are already present on social media, and 38.11% cite increased sales and customer numbers as the main benefits of this strategy, according to the Social Media Trends 2019 survey conducted by [organization name - missing from original text]. Rock Content.
In the B2B market, the social network of the moment is... LinkedIn70% of sales representatives say they are closing more deals through this social network, according to the State of Sales 2018 report, released by LinkedIn Business. So, if you haven't yet leveraged the potential of social media to increase your sales, it's time to create your strategy.
How to sell through social media: step by step
Do you want to know? How to sell through social media. Looking for a quick tutorial? Check out the... 6 essential steps to create your social selling strategy.
1. Select the most relevant social media networks.
The first step in learning how to sell through social media is identifying where your customers and prospects are. To do this, you can base your strategy on personas—semi-fictional characters created by marketing to represent your ideal customer—research showing the audience profile of each platform, or even the strategies of your competitors.
Another tip is to use a tool like BuzzSumo to assess the popularity of content related to your brand on social media — and also discover which ones perform best and appeal most to your audience.
2. Align the marketing and sales teams.
To implement a social selling strategy, it's essential to align your marketing and sales teams.
On one hand, you'll have inbound marketing experts creating exclusive content to attract, convert, and qualify leads on social media.
On the other hand, salespeople who are tuned in to the latest prospecting trends are providing the team with insights about the buyer's journey through social media.
Therefore, both teams must work together to boost sales through social media.
3. Monitor conversations about your brand.
One of the advantages of social media is the ability to closely monitor what users are saying about your products and gather valuable insights. This allows you to identify the best leads and understand exactly what consumers want at each stage of the sales funnel.
If you use a methodology like SPIN Selling, for example, dialogues on social media can greatly advance the process of gathering information to guide the client in making a decision.
4. Use the sales features of social media.
To speed up conversions, you can use the sales features that the social media platforms themselves offer.
On Facebook, for example, you have the option to add a store to the company's fan page.
Today, there are several e-commerce platforms that automatically integrate with Facebook Shops, allowing customers to make purchases directly through the page or chat.
Another feature that is starting to become popular is Instagram Shopping, which enables sales through the app using the Facebook product catalog.
5. Use the information and metrics
Social media platforms are valuable sources of information about the behavior, profile, and habits of your audience.
By using data analytics tools from Facebook, Instagram, and Twitter, for example, you can identify which content works best with your audience, who is most engaged with your business, and how consumers react to your ads.
All this data is crucial for guiding the sales team in the processes of prospecting, qualifying, and negotiating with leads.
6. Share content with high conversion potential.
Some types of content have a higher conversion rate on social media, depending on the platform and audience profile.
On Facebook, for example, posts and ads with videos are trending, especially those of the "tutorial" and informative type about products and services.
On Instagram, Stories have been attracting more and more followers and... digital influencers They are great partners for recommending your products and increasing conversions.
Therefore, it's up to you to stay aware of social media trends and create content that is increasingly focused on sales.
Did you understand how selling through social media can be revolutionary for your company? Then put these tips into practice and take advantage of this booming social media moment!
Are you lost and in need of help? An initial consultation can help.
In most cases, for companies that want to start an online sales strategy but don't know where to begin, we recommend hiring a... Digital Marketing Consulting for Small and Medium-Sized Businesses.
This consulting service can be provided as a one-time meeting or through monthly follow-up, including on-site visits from our consultants to assist you and your team with your digital marketing strategy.
If you are interested, access this link, Fill out the form and speak with one of our consultants.
