If I told you that you needed to sell a product by going door to door with all of your samples in tow, you’d LOL at me. Right? Why does that seem so ridiculous, yet the idea of social selling is still looked at as some outrageous, newfound way of selling? In reality, it’s not. Sales people have always been social. They are connectors, navigators and above all, social by nature. Then, why is selling on social media so difficult for them?
When I asked our sales teams at Concur this very question, they came back to me with answers like; “I don’t know where to begin”, “I don’t have time to devote to social media”, and my favorite, “I can’t see that it works.” To answer all of them and all of you reading this blog, let’s look into how to do social selling in less than 10 minutes a day and see results.
Step 1: Set up
This is the timeliest part of the process. But don’t worry; once you have everything set up, it’s smooth sailing.
Make your LinkedIn profile ROCK!
One social network that cannot be overlooked is LinkedIn. Customers, both current and soon-to-be, will always look you up on LinkedIn. So why not make your profile stand out above all the rest?
- Make sure to have a great photo. SMILE!
- Change your bio/title to something that makes sense to your entire network. For example; what the hell does an RSE do?
- Add a custom URL. See how here.
- Add a few lines to each job description. Make sure to focus on key search terms.
- Add rich media (videos, whitepapers, ebooks, Slideshare….). Here’s how to do it here (look at step 18 and 19).
Let auto-sharing tools do the work for you
Does your company have a blog? If you are not sharing it on your social networks, you should be. Using social tools that automatically share for you is a great way to make sure your social feeds are always active. Play around with the topics you share. For example, say you are trying to land a particular company; show them some love by sharing their blogs.
Here are a few of my favorite auto-sharing tools:
- Deliver It (Dlvr.it) – Use RSS feeds to automatically publish blogs/articles to your social networks. I recommend using the RSS feed from your company’s blog and sending it to your Twitter and LinkedIn accounts. You can also add feeds from your network (like client blogs) and send them to your LinkedIn.
- If This Then That (IFTT) – Works a lot like Dlvr.it, but you can play around with it more. Just has the name suggests, you can set it up to share things under certain perimeters – if this, then that.
Step 2: Set aside 10 minutes a day to publish and respond on social
Ten minutes can seem like not enough time or even too little, depending on how you look at it. Here are a few ways to maximize those 10 minutes in order to really get going on social and selling on social.
Check out who has viewed your LinkedIn profile
One of the most under utilized features of LinkedIn is that you can see who has been checking you out. It’s like a wingman for your business life (if only my dating life was so easy). The free version of LinkedIn allows you to see a limited amount of who’s viewed you. Set aside a few minutes a day to see who has looked at your profile. It’s a perfect opportunity to reach right back to them and say hello. For example, say you’ve been trying to close a deal and it’s going nowhere. Then, you notice that the CEO of said company looked at your profile. Perfect time to reach out to your prospect! Chances are they are having internal dialog about adopting your company’s service or product.
Schedule your posts to save time
We all have busy lives. There’s no way anyone of us can be on social media 24/7 and do anything else. (Unless you tweet from the bathroom.) Many of us surf Twitter in the morning on the bus or even in the evening after work. However, you never want all your social posts to go out all at once at that same time. Scheduling them helps create a constant and/or varied drum beat of your social posts.
Here are a few of my favorite tools to schedule your posts:
- Hootsuite – As social media dashboard, you can monitor, engage and schedule with it. Awesome!
- Buffer App — I personally use this to post to Twitter and LinkedIn. However, you can also use the free version to post to Facebook. By adding posts/articles to your Buffer feed, they are scheduled based on your preset times. I’d recommend scheduling 3 a day on Twitter (weekdays and weekends) and at least 1 on LinkedIn (weekdays only). I share a ton, so mine is set at 6/day on Twitter and 3/day for LinkedIn. Add the Buffer app to your web browser to share as you are browsing. As an added bonus, Buffer has a mobile app and an app called Daily, which helps recommend articles based on your topic settings.
Content curation is for more than just marketers.
Google Alerts/News is a great way to keep track of and share articles. But won’t it be nice if you could read news and articles based on topics. Welcome to the content curation tools. There are many on the market, but my favorite one is Scoop.it. I have 4-5 “Scoops” on different topics, like Small Business and Content Marketing. You can search on terms and add them to your own “Scoop”. Then, you can share your “Scoops” out via social. It’s really easy and fun once you get the hang of it. If your team wants to have a “Scoop” that you all contribute to, you can set up one with the “pro/business” version for a small fee.
Step 3: Share and like all things
Well OK, maybe not everything, but sharing is caring. Show others you care by replying, sharing and liking their posts. In the end you’ll see others sharing your content. And that’s the way the social world goes round.