Here's the Biggest Mistake You Can Make on Social Media
Salespeople are told to educate
All the sales strategies that are being talked about at the moment revolve around:
- value-added selling
- creating trust
- being in the customer’s world
In order to achieve these goals, a good salesperson will constantly be educating their prospects and customers. They will be telling them about how they can be achieving more for themselves and their business.
So why don't we do this on social media?
So many times, I see people jumping in and trying to sell on social media. Social media is not the place for this. Social media is, however, an excellent place for educating people.
Here are some of the things you should be sharing with your network on social media (and elsewhere!):
- market trends and changes that may affect your prospects and clients — what is happening in their world that they may not be aware of?
- what they can do that will help them improve their business and results — naturally this will also relate to the services that you offer!
- case studies of how you have helped clients
Some of this can be done by sharing other peoples’ content. But, more than ever, it is important to write your own content as well. It gives your company social proof on how you understand the world of your clients and prospects. It gives you the opportunity to show how you have helped similar people to your readers to improve their business results.
How do you create content like this?
Often it is better to outsource this type of work to a specialist. They know how to get important points over effectively. They are skilled in writing in a format that will engage in different learning styles. And they can probably write it a lot quicker than you as well!
If you are going to outsource content, here are some tips on what to think about:
- Does the copywriter understand how your customers think?
- What do you want to achieve from the content?
- What case studies and examples do you want to highlight?
- What sort of content do you want? A long blog or a short social media piece?
- What experience does the writer have in creating the sort of copy that you need?
What will you do to create the right social media content?
Make an action point to change something over the next week!
P.S.: Find out more ideas on how to increase sales with today’s buyers: download my free e-book “Ten Common Print Selling Errors and What To Do About Them." You’ll also receive my regular “Views from the print buyer” bulletin, full of ideas on how to sell print effectively.
Many printing companies are frustrated how hard it is to engage buyers in today’s world. That’s where Matthew Parker can help. He is a gamekeeper turned poacher. Parker has bought print for more than 20 years and received over 1,400 print sales pitches. He now uses his buyer’s point of view to give practical advice to printers. He helps them engage with prospects and customers to create profitable relationships.
Download his free e-book, "Ten Common Print Selling Errors And What To Do About Them" and check out his recently launched book, "How To Succeed At Print Sales: Setting targets, planning the right activities and making sure goals are met."