You know you should be using social media as a part of your sales strategy but perhaps there’s something holding you back from fully embracing this new reality. Below are five myths that prevent sales reps from hopping on the social media bandwagon.
Myth #1: You have to spend a lot of time to develop a social media presence. It’s true; one cannot expect to become a social media sensation overnight. However, you can immediately begin to make connections on social media, one prospect at a time. When communicating on social media, it’s important to remember that when you try to talk to everyone, you end up reaching no one. However, when you really hone in on who your target audience is and what they want, tailoring your message to speak directly to them, they will listen.
Myth #2: Nobody buys based on tweets. You’re two for two. People don't buy from Twitter. People buy from people. And if they like and trust the persona you've developed over time on social media, they’ll be more likely to have a conversation with you once they’re ready to buy. No one walks into a meeting blind anymore; they come equipped with a wealth of knowledge gained from a variety of resources. You should be one of those resources.
Myth #3: You need to follow a lot of people. It's about quality, not quantity. Follow too many people and it will become very difficult for you to hear the voice of your prospects among all the noise. Instead, focus your efforts on following the people who are A. thought leaders in your industry that can help you to hone the skill of selling and B. prospects who are interested in your product or industry. And if they’re interested, they’re probably already talking about it and asking questions online so join in on the conversation by providing thoughtful answers and valuable information.
Myth #4: Your posts should be about your products and services. Now is the time to master the soft sell. Customers no longer like to have products shoved down their throats. They want information on how to solve their problems. The key to sales success on social media is to make your posts related to your business, but not 100% about your business.
Myth #5: Your customer are not social. That’s just poppycock. According to a study by Pew Internet Research, 72% of American adults who are online use social networking sites. And since 86% of American adults are online, the likelihood that your particular customer is not using some type of social media is low. Kids are doing it, teens are doing it, adults are definitely doing it and baby boomers are even jumping on board. So, unless your demographic is aliens, you can likely find them online. It only takes a little research to discover the social network where your target audience hangs out. Once you do, it’s up to you to make a lasting impression that will carry you through to the end of the sales cycle.