You are already deep in understanding the importance of follow-ups, rebuttals and how to negotiate, right? But I bet you haven’t exactly put your finger on how you can start using social media as a part of your sales strategy.

I know you’ve heard of the big name CRMs and social media monitoring companies but do you really get it? If you do, great – you’re officially the 1%. Ok, maybe not the 1% but you’re not like most people because the majority of folks working with Social Media still have a hard time finding a return on their investment.

The biggest challenge with social media is that as a business, you want to cut down the lumber and make money, not water the forest and grow trees! But it takes time and you get impatient, so here are a few key reasons why Social Media is not something you want to leave out when it comes to your sales strategy:


Awareness Development


Social Media presents your business with an opportunity to be exposed to more eyeballs.


The ability to get in front of the right people has never been easier. Whether you’re looking to engage the niche networks to generate leads or use the more popular social networks to build relationships; the opportunity for an increase in brand awareness can be found right here.


It’s important to get your name out there as much as possible as it will make more people feel as if they have a connection with you. People like to do business with people they like and know. By generating awareness on social media you’re half way there. In fact, research shows that 50% of fans or followers on social media say they are more likely to buy or recommend a company they are engaged with than one they are not.


Deep Information on Customers & Prospects


One of the greatest advantages with social media is that consumers share some of their most personal information here – whether it’s about their favourite football team or what they have planned for vacation. This information, over a period of time, gives you great insight into your customers.


Remember. Coffee is for closers.


More Relationships, More Potential


We place a lot of value on measuring and ensuring you have a clear idea what the Return on Your Investment is when you’re using social media. We also believe it’s important to recognize the other type of return you can have when you use social media for identifying potential leads. It’s what Ted Rubin calls the Return on Relationships.


Simply put, Ted describes it as the value that is accrued by a person or brand due to nurturing a relationship. ROI is simple $’s and ¢’s. ROR is the value (both perceived and real) that will accrue over time through loyalty, recommendations and sharing. With social media you have an opportunity to take this value to the next level through consistent relationship management and just letting them know you care!


Earlier I mentioned that people like to do business with people they know and like. Well this is where you start to establish the latter of the two attributes. In doing that you can build stronger relationships and stronger relationships will result in a stronger sales force. It’s that simple.


What other ways do you see social media improving your sales strategy?