Twitter is a great network for social listening. You can create Twitter Lists to monitor content from specific groups of people. Here are three key Twitter lists you can use to start social selling on the network.
1. Existing customers Use this list to keep close tabs on your existing customers and watch for opportunities to reply to — or like — their Tweets. This will help you keep your brand on their radar.
Don’t overdo it, though. Be sure that your interactions with clients are meaningful: only like Tweets that you genuinely like and only comment when you have something valuable to say. And make sure to stay relevant — your customers don’t need your brand interacting with personal updates.
2. Prospects As you identify potential customers, add them to a private list. But don’t engage with them with the same sense of familiarity as you do with existing customers. Instead, keep an eye out for requests for help or grievances about your competitors. That way, you can reply with a helpful comment.
3. Competitors Adding competitors to a private list lets you keep tabs on them without actually following them. This could help spark ideas for your own social selling efforts.
SOCIAL SELLING BEST PRACTICES
Whichever platform you use to reach your unique audience, make sure you’re adopting social selling best practices. Here are 4 to keep in mind.
1. Establish your brand by providing value When interacting with prospects and customers through social networks, it’s important not to get too salesy. And if your brand is new to a social media platform, don’t dive into social selling right away. Before you jump to sales pitches, establish your position as an expert in your industry.
One way to build your brand on social media for social selling is by sharing interesting, valuable and shareable content
Or it might mean writing and sharing interesting content that others will find useful to establish your brand (or personal brand) as an industry thought leader
Basically, show your prospects that you’re not just out to get something. You’re there to give something, too.
2. Listen strategically and build relationships with the right people Effective social selling means paying attention. In other words, make sure you’re social listening.
Monitor what people are saying about you, your company, your industry and your competitors. Watch for pain points and requests, both of which provide natural opportunities for you to provide solutions.
You should also leverage your existing network whenever possible. Before reaching out to any of the leads you identify, check their following and follower lists to see if you have any mutual connections. If you do, ask your shared contact for an introduction.
3. Keep it real Instead of writing one note and sending it to countless potential buyers, take the time to personalize your social selling messaging. This means you could:
When it comes to selling, nothing beats interacting with an actual human.
4. Be consistent Finally, don’t expect immediate results. If your relationship building efforts don’t yield immediate results, don’t give up. Some contacts may not be ready to purchase whatever you’re offering quite yet — keep in touch.
Follow-up with new leads. Reach out to contacts you’ve previously connected with, but haven’t heard from in a while. Maintain meaningful relationships by offering congratulations when they move to new positions or companies or engaging with the content they share over social media. Be ready to offer advice or help, even if it doesn’t directly promote your product.