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- [Instructor] Engaging on social is the term most companies use for posting content and interacting on social. It could be as simple as giving a prospect a thumbs-up, or a share, or it could involve posting on one of your own social platforms. This is your opportunity to connect with prospects and start developing a relationship. But social media has its risks. Your message must be clear, and should not conflict with other members of your organization. You also have to strike a balance between promoting your company or products and providing value, so no one feels like they're reading unpaid advertising.
Remember, sales is about building relationships, and in order to build a relationship we need to first build trust. So before you start engaging on social, make sure you have a plan. Who's in charge posting, engaging with current clients, prospects or competitors? What is the general tone of your posts? How will you provide value? How will you balance talking about your products and services with other things? And are there any rules or guidelines from your legal team? Some industries are very strict in terms of what can be said or sold.
Make sure you're legal team is aware of your plans and has signed off. I've created a simple checklist with this information which you can find in the exercise files. Here are some examples of some great posts that provide value to their customers. Hansel & Petal is providing value to their customers and not just asking for a sale. This is a great post because not only does it target the right customers, those who are interested in flowers, but it also provides value and shows a positive partnership with a local organization.
Here's another post. Hansel & Petal is providing value to their customers and not just asking for a sale. And you'll see a few posts later they're actually promoting a sale, but this works really well because they spend a lot of time providing valuable content to their customers before even encouraging them to buy. Engaging on social is a fine balance. If you come on too strong, you might scare away prospects. And if you engage too little, your prospects may lose interest. The key is to provide value that is related to your product or service, so your prospects and customers gain trust and confidence in your brand.
- Why social selling is important
- Using Salesforce for social selling
- Optimizing social tools
- Listening on social media
- Sharing engaging content
- Building trust