So…how do you sell on social media?
This is a funny question that I seem to get it all the time know that have started this site. The answer is pretty simple, YOU DON’T!
…at least not directly.
How do you sell indirectly you may ask?
First, you need to provide value. This is the last thing you want to seem like…
so what you need to do is offer something of value. This can be anything from a blog post to a free book. You want it to be free or at least super low cost. BUT you need it so you can start collecting emails and contact information.
Your goal for selling on social media should be not to make money but to
- Generate leads/grow email list
- Create an initial customer acquisition
- cross sell/upsell
- increase buyer frequency
Some helpful tools that will help with this list are…
How to measure your success with selling on social media…
- Number of leads/emails you add to your list
- Offer conversion rate
- Buyer recency/frequency
At the end of the day, you want to create a system that leads to a know, like, trust relationship.
How do I create an environment where people can get to know, like and trust me?
Like Woody Allen states “80% of success is just showing up”
The other 20% is just to be human.
Which means write like you talk, reply to comments on posts, and when you make a mistake own up to it.
The best way to show this is to look at what some of the successful companies are doing. Take a look at what Lowes did here. Whether it was negative or positive they still responded and sounded human while doing it.
Here is another great example…
Now that you understand that you need to provide value first, I want to make sure I answer the question how to sell on social media after you have provided the value.
You need to take you client on a journey…
Awareness is taking a common issue and making your customer aware of this issue. An example of this would be a post that states ” 90% of people ages 55-60 don’t know this about retirement”.
This will then take them to a blog post or a white paper and this is the evaluation stage. Now that they are on the blog and reading about what they are missing. At the end, you magically have the solution (your lead magnet). This would be your conversion stage.
At the end, you magically have the solution (your lead magnet). This would be your conversion stage.
But it’s not that simple all the time because 60% of people that go through this will not end up buying anything.
This is why you need to collect the information because now you can place them into different segments or categories. This is what we call segmentation!
This is where you take each customer that has clicked on your lead magnets and you separate them into their own common categories this way all marketing and emails can be related to that customer.
The last thing you want to do is send an email about retirement to a teenager that is just starting college.
Now if you add segmentation to retargeting, I bet your sales double if not quadruple!
Retargeting is the easy part. Use Facebook marketing for this. Check this Youtube video out on how to add facebook pixels to your site.
Now if a customer visits your site every time they go to Facebook or Instagram they will see your ad!
If you need to know how to create a Facebook ad I have written a post about this early. You can check it out here. >> http://thevirtualadvisorblog.com/the-complete-guide-to-facebook-targeting/ <<
I hope this helps you guys out there. Remember don’t just sell but LISTEN, INFLUENCE AND NETWORK!
As always, If you have any questions or comments please feel free to contact me by sending me an email to email@example.com or by commenting below. If you don’t want to miss another post you can subscribe to the newsletter on the right.