When done correctly, social selling can allow you to build relationships and attract a customer to use your service or buy your product. However, the key to firstly attracting a customer and then retaining them is not so much in the art of selling, but in providing your customer with a solution.
Social Selling is About Establishing a Relationship
Humans are very socially orientated. We like to do business with people we can connect with. Think about the last time you went shopping. If the person behind the counter who served you wasnt interactive – said hello, smiled and assisted you – then its highly unlikely that you wouldve used their services or purchased their product. The same can be said of selling online. A potential customer wants to feel welcome and to get to know you. They want to know you can provide them with not only a service or product that theyve been looking for, but that you can provide them with a solution to their problem. In addition, they also want to know that youre trustworthy.
In this capacity, social selling allows you to establish a relationship with a potential customer and to build a relationship. It also enables you to nurture any existing relationships and help these to grow.
According to Nielsen Research, some 84 percent of people rely on recommendations made by family and friends when it comes to choosing a service provider or a product. It has also been proven that salespeople who use social media outperform those who dont.
Social Media Users Dont Go Online to Buy
If you think a social media user visits your site to purchase, then think again. These types of Internet users are not seeking a buy now option. Instead, they want to know more about you and your services and what youre up to.
Social selling is about sharing information that allows you to establish a community, develop your branding and highlight your skills as a leader in your field. Therefore, any content you publish needs to reinforce your values in a professional sense so that you can make a lasting impression on your customers and prospects.
How You Can Use Social Media as a Social Selling Tool
Overall, social selling is an opportunity that allows you to reach out to a larger audience and to generate leads, especially using platforms such as Facebook and LinkedIn. These platforms enable a business professional, such as a broker, to establish a connection with hundreds, possibly thousands of people, and to then share information.
For instance, a broker can share information about how much can be saved by refinancing the family home loan. This information could be linked to more complex information on refinancing, which includes a home loan comparison calculator so that potential customers can actually see how much they could possibly save based on their own financial circumstances. For some people this is enough to encourage them to contact a service provider.
For those of you who dont know, eChoice recently launched a program that incorporates social media. This program assists brokers to set-up and then manage their own Facebook and LinkedIn presence on the Internet by posting unbranded content 2 to 3 times a week on the sites. This allows a broker to connect with their existing clients and to develop a rapport with potential clients.
Social media channels can assist a broker by:
1. Increasing the credibility of a broker and their services.
2. Aiding in the enhancement of customer relationships.
3. Growing referral networks with both potential clients and existing clients.
4. Assisting in the development of an online presence.
By using social media as a selling tool, you diversify your services as an industry professional and youll offer your customers greater value. In addition, youll be able to continually keep in-touch with existing clients and potential leads, youll also be able to keep up-to-date with any changes in the industry, so that your industry knowledge is current. This, in turn, will increase your confidence.
Do you want to know more about eChoices Social Media Management Program? If you said YES, then contact eChoice, we can help YOU.
Written by eChoice
Since 1998, eChoice has helped more than 50,000 Australians secure a home loan through its network of over 25 lenders and hundreds of loans. Best of all our service is cost and obligation free!