Instagram, Twitter and Facebook. You probably spend a lot of time on these platforms uploading vacation photos, catching up with old friends or looking into the lives of your favorite celebrities.

 

Given that most people are connected to social media sites in some way, businesses have learned how to use this web traffic to their advantage. Social selling has allowed businesses to stray away from cold calling and spamming potential customers. Instead, sellers are able to form connections with contacts that could lead to making their lives easier. About 78% of salespeople engaging in social selling are outselling their peers. Here’s where we come in.

 

Based out of San Jose, Calif., the team at SocialSellinator is dedicated to managing social media accounts in order to maximize social selling potential. We’ve been able to do some pretty great work. In fact, our success has caught the attention the of D.C.-based ratings and review platform, Clutch. We have been awarded a spot in its 2019 report among the top social media marketing companies.

 

Since 2013, Clutch has used its unique methodology to rank and rate top companies across a wide variety of industries. After conducting in-depth client interviews and analyzing industry data, the Clutch team is able to award every firm with a rating. We are excited to announce we have been given a 5.0!

 

One of our happy customers is Rainemakers, a communications consultancy firm. We were proud to be able to provide them with social media sales enablement services. As a result of our work, they saw a major increase in sales!

We love to see our clients increase their client network and selling capacity!

 

“It’s very rare that you have a company, in this social space, that truly understands social engagement, business components, and can deliver results. You very rarely get all three and these guys have all three,” said the CEO of Rainemaker.

 

Another project we loved working on was maintaining the social media presence for Virtual Support Systems, a marketing and advertising firm.

 

We were able to help this firm evaluate, strategize and execute a social media plan for one of its largest clients.

 

“Communication and commitment by SocialSellinator is exactly what I demand as a general manager and service provider. I foresee a long term relationship precisely because of this achievement” said the COO of Virtual Support Systems.

 

We are very thankful to have clients who are willing to take their valuable time to participate in our review process. Client feedback is very valuable to our company as we try to improve and expand our client network.

 

In addition to our feature on the main Clutch platform, we have earned a spot on The Manifest and Visual Objects, sister sites of Clutch. Each site is capable of offering buyers a unique market research experience.

 

The Manifest, a business news outlet, has named us a leader among San Jose social media marketing agencies. Likewise, Visual Objects is designed to feature the creative work of firmsby listing a portfolio of past work along with a rating. Here, buyers can find us among top social media firms.

 

If you’re aiming to increase your selling power, consider starting a social selling campaign. Contact us today, and let’s discuss what SocialSellinator can offer your company. 

 

 

Social media is an integral part of our lives, so it’s only natural that brands are using it to their advantage. Using social media to promote your business is one of the most effective ways to extend your reach, and to form meaningful relationships with prospects and customers.

 

However, it would be best if you didn't bombard your social followers with messages, tweets, and content that's not relevant. Instead, wait for the right moment to jump in and provide a solution to a problem. That's exactly what social selling is: engagement via social media, that eventually leads to a business relationship. If you're doing social media to sell, you're probably doing it wrong. 

5 Reasons Why Brands Are Adopting Social Selling

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Below are key reasons to address your prospects’ needs at the right time, and create strong connections with them. All of these are great reasons to adopt a social media presence for your business.

 

1. Opportunities to Create Value and Promote Honesty

 

Social selling enables you to personalize and humanize your brand. You can show that you provide your audience with real value. The key is always to be honest and transparent because that's what will give you positive results.

 

If you engage with your followers on pretenses or if you're pushing your sales pitch, your audience will see right through it, and move on to someone else. For instance, if you're working with an influencer or brand ambassador, make sure they disclose their affiliation with your brand. Otherwise, readers may brand you as a spammer who's only looking to sell.

 

2. Building and Maintaining Long-Term Relationships

 

Proper social selling means engaging in friendly conversations with prospects and forming meaningful, long-term relationships. That way, you raise brand awareness and generate a lot more qualified leads.

 

Your advantage is that you can quickly increase your conversion rates because the leads you identify on social media don’t need as much persuasion as leads from other channels.

 

Don't apply pressure, as one would in cold calling – the point here is to network, support each other, and provide useful information and content. That way, your leads gain confidence in your abilities and feel much more comfortable engaging with you and your brand. Engagement and lead generation and conversion come entirely naturally.

 

3. Establishing Brands as Niche Experts

 

Consumers today want to engage with experts, but only if they're credible and trustworthy. You can establish credibility with high-quality content that's relevant to your target audience, and helps them solve their pain points. This approach is similar to always providing excellent customer service and getting positive reviews.

 

Once you establish yourself as an expert in your niche, you can effectively engage your target customers with social selling techniques. Just don’t rely only on recommending your products or services. Offer expert advice and industry insights, and show that you’re a thought leader they can trust.

 

4. Customers Are Already Using Social Media to Shop

 

According to GlobalWebIndex, 54% of consumers use social media to research products. What's more, they expect brands to engage with them and offer solutions to their pain points.

 

They have already done most of their research before turning to social media to find the desired products or services. They've read the reviews, talked to friends and other people on their social networks with relevant insights. They know exactly what they want, and have narrowed down the list of companies they'd like to talk to. You want to be one of these 3-5 companies or providers they want to hear from in more detail.

 

Since they’re already on board, all you need to do to start engaging them is to monitor social media for your top keywords and jump into conversations relevant to your products or services. Social listening is the first step to social selling because it can help you understand what issues people are struggling with, what pain points you need to address, how people perceive your brand, and what needs they expect you to fulfill.

 

5. B2B Brands Have Already Paved the Way

 

According to the Forrester Consulting study on social selling, 49% of B2B brands have already started using social selling techniques to engage prospects. If you don’t follow in their footsteps, you are missing out massively on opportunities to grow your business.

Creating a Voice for Your Brand and Your Social Sellers

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Establishing a unique brand voice is crucial for standing out in the crowd. Your brand voice represents how you convey your brand values and personality to your target audience. This voice covers your customer interactions, but also your ads, social media posts, and website content.

 

However, how can you create a brand voice that’s different from all the others, and perfectly represents your brand personality? Here are some ideas on how to achieve this goal:

 

  • Reinforce Your Core Values

Do you want your customers to perceive your brand as friendly? Perhaps you want to be both helpful and funny? Or is your goal for them to see you as a trustworthy brand?

Think about your core values and then reinforce those beliefs when determining your brand voice. For instance, consumers are looking for honesty when engaging with brands. They’re also attracted to brands with friendly personalities, but trust and honesty drive them towards a purchase more than anything else.

To that end, consider your brand beliefs, and take your target customers’ expectations into account, to create the right tone and messaging for your brand.

 

  • Maintain a Clear Voice from the Start

Maintaining a clear brand voice right from the start is very important. If you demonstrate multiple personalities or approaches, you may confuse your followers. You may even annoy or upset them to that extent that they unfollow you. Consistency is key – whether you’re a person or a business.

To avoid confusing your audience, define your voice, your values, and what you want to be known for. In addition, avoid bait-and-switch techniques at all costs. Be transparent, relevant, helpful, and make sure all your interactions have a single, unified goal.

Consistency Across All Networks Provides Sellers with Leverage

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Being consistent not only across your social networks but also across all the other channels you use (website, email, ads, etc.), will help your social sellers get the most out of your presence. If your messages are not coherent, you may drive away your customers.

 

Here are the key elements to focus on when maintaining consistency across all your channels.

 

  • Visual Consistency

Visual consistency on social media is essential because the first thing that people see when encountering your social posts are visuals. Apart from making sure they’re eye-catching and relevant, you need to retain them across all the channels you’re using.

 

For instance, if you use a particular image when sharing an individual post on Facebook, use the same image for the same post with related visuals and colors on Twitter and Instagram. That way, people will instantly recognize your brand.

 

However, don't stop there. Add something unique to every visual you post. For instance, you can add motivational quotes on your images in the form of a watermark, or write those quotations underneath every visual you share. That way, people will immediately realize that the post is yours.

 

  • Emotional Consistency

Emotional consistency is just as important as visual consistency because you want your prospects and customers to feel the same about your brand on every platform. Ultimately, your goal is to evoke the same emotions on Twitter as you do on Facebook, for example.

 

Colors play a huge role when it comes to tapping into people’s emotions. Did you know that colors increase brand recognition by 80%? If you stick to the same brand colors on all channels, not only will people instantly recognize you, but you’ll also evoke those emotions they already have about your brand.

 

  • Consistent Offers and Campaigns

All your offers need to be consistent with all your marketing campaigns. This means that the style and tone of every post you share on social must be consistent with the offers on your website, your ads, and your email marketing campaigns.

 

This approach helps you become a thought leader and significantly extends your reach. It will be much easier to engage your prospects and effectively guide them further down your sales funnel.

Common Issues with Social Media Branding

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There are recurring issues that every brand comes across when trying to leverage social selling. They include:

 

  • Cutting through the noise 
  • Being original
  • Engaging prospects on an emotional level
  • Extending reach
  • Compelling people to share

You can address all of these social media branding issues by following the tips above on creating a unique brand voice and maintaining consistency across all the channels you use. The reasons for adopting social selling discussed above also contains some handy tips on making the most of social selling.

 

It all comes down to being honest, helpful, relevant, friendly, and completely transparent. That's precisely how you can show you're credible and trustworthy, which leads to higher engagement, and more leads and conversions.

Using social selling wisely means being proactive and offering a helping hand at the right moment of need. Listen to what your target audience is saying about their needs, your brand, and gain insight into their ultimate pain points regarding the products or services you offer.

 

Considering this lets you avoid common social media branding pitfalls and enables you to create a unified brand image that will supercharge your sales and ROI. It may sound a bit overwhelming now, and it may be challenging at first, but be patient, break the above steps down into small tasks, and you will experience very positive results.

 

Lead generation and conversion are some of the most important goals of nearly every business out there. The reason is simple: if you can generate qualified leads, and effectively convert them into customers, you will increase your sales and ROI, and gradually grow your business.

 

Perhaps you already know how to capture leads, but do you actually know how to achieve long-term success? You need to start by implementing lead-generation techniques into your strategy, but you also need to put the right person in charge.

 

Before diving into the essential techniques to use, check out who should be responsible for your revenue streams, and how to find the right candidate.

Who’s Leading This Show?

The person responsible for your revenue streams is a Chief Revenue Officer (CRO). Since a CRO is responsible for overseeing and driving revenue growth, you need to find a reliable and skilled candidate for the job.

 

Here’s what you need to know to make the right decision when hiring a CRO, or giving the position to one of your existing employees.

Chief Revenue Officer (CRO)

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To pick the best CRO, you need to fully understand the responsibilities that they will be accountable for on the job. You also need to have a clear idea of the skillset that the job requires so that your chosen CRO can truly help your business.

 

1. Responsibilities

 

Since a CRO is responsible for increasing revenue growth, they need to know how to handle sales, marketing, and customer experience. Moreover, they need to align them with one another and collaborate seamlessly with a CMO (Chief Marketing Officer) and a CXO (Chief Experience Officer).

 

A Chief Revenue Officer should take the following responsibilities:

 

  • Creating a client outreach strategy.
  • Coordinating the process of implementation of the client outreach strategy into marketing, sales, and client management.
  • Collaborating with the board of directors and the executive team to develop strategies for growth.
  • Developing processes for sales management: account planning, revenue pipeline, and proposals.
  • Monitoring leads and the pipeline and implementing proper changes to drive revenue growth.
  • Developing short-term and long-term strategies for growth.
  • Monitoring the strategies and the revenue cycle.
  • Training account management and sales teams.
  • Leading strategically by taking advantage of customer research.
     

2. Skillset

 

The CRO you choose needs to pack a proper skillset to help you increase leads and conversions, and boost your revenue.

 

Since the primary goal of a Chief Revenue Officer is driving revenue growth, make sure your chosen CRO is:

 

  • Passionate about completing your brand’s mission.
  • Motivated to achieve your company’s goals.
  • Able to make changes, including both executing and implementing them.
  • A leader who knows how to motivate, plan, organize and oversee all the other workers they are responsible for.
  • A critical thinker who can analyze the given data and strategize for the best outcomes.
  • Goal-oriented and knows how to achieve all your revenue goals.
  • An excellent communicator who knows how to establish credibility, form strong relationships, reach objectives, consult with teams, speak publicly, and write technical content.
  • A professional who puts ethics, morality, credibility, and integrity first.
  • An expert in their field capable of helping you achieve all your goals.

At their core, CROs are basically VPs of sales and marketing. However, the role of a CRO is actually much more than that.

 

It’s strategic because a CRO conducts strategic planning of short-term and long-term goals for an organization to achieve its revenue goals and drive sustainable growth. It’s also strategic because a CRO is responsible for risk management processes, as well as for leading sales and marketing teams, and overseeing customer success.

 

The role is also tactical, because a CRO drives sales acceleration and sales enablement, implementing processes that help sales teams improve the effectiveness of their day-to-day operations.

 

A CRO does that by teaching operational excellence, that is, by standardizing certain methods that increase sales success. Here’s what those methods are.

Help Your Sales Team Become Subject Matter Experts Through Quality Content

Rarely any buyer (be it B2B or B2C) puts their trust in salespeople nowadays. When looking to buy a product or a service, few people will trust what a salesperson says because everyone knows that their primary goal is to generate more sales and revenue. Can or should you expect an honest answer or an independent piece of information from a sales rep? Certainly not. And have you ever met a sales rep who recommended their competitor because their solution is a better fit for your needs?

 

Buyers would much rather conduct their own research when considering a brand and receive recommendations from their peers or consult with their friends or family. Most of us would rather discuss their purchasing decisions with experts on the subject matter they’re interested in or with someone they trust to give them an independent opinion that’s not tainted by personal interest.

 

Subject matter experts (SMEs) are real experts in specific areas. They pack extensive knowledge and expertise that help establish credibility and trust.

 

To generate more leads and revenue, your sales team members need to become subject matter experts. Only then will they be able to improve their efforts and enrich your sales process.

 

Provide your sales team with quality content they will use to learn about specific areas. Train them regularly, and make sure they know exactly how to reassure clients that your brand is the right choice for them.

Have Appropriate Content Formats for Your Target Audience

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Content is what will help you attract and convert leads, eventually increasing your sales and revenue. But do you know what content format will provide you with the best results?

 

There is no one right answer to this question. The thing is, no one will find only one content format that will suit them. Therefore, you should mix it up with different formats, so that you can appeal to a larger target audience.

 

Depending on your target audience, you can choose among the following content formats that deliver the best results:

 

  • Blog posts
  • Images
  • Infographics
  • Videos
  • Podcasts
  • Presentations
  • Whitepapers
  • Case studies
  • Webinars
  • Quizzes
  • eBooks

Adding Value to Conversations

If you don’t provide your clients with real value, you won’t compel them to engage in your brand, and it’s hard to keep them coming back for more.

 

But how can you add value to your conversations? You do this by showing them the value they will experience if they put their trust in you.

 

Will you save them money? Will you make them money? Will you reduce their risks? Will you solve any burning pain points that your clients may have? Anything that is fact-based and explains how you make their business or their life better, less painful or more effective is relevant.

 

Ask about their needs, and propose a solution only you can give them. Provide them with value, and you’ll hit the bulls-eye.

Seeking Out Social Media Groups & Communities

Engaging in social media groups and communities can help you reach out to numerous leads interested in what you have to offer. To find the right groups, you should monitor social media, and really listen to what your audience is saying about you.

 

Social listening is the key to social selling, as it lets you in on consumer behavior, and helps you discover new sales opportunities.

 

Once you know in which social groups and communities your target customers are, jump into the conversations at the right time. Be proactive, offer your products or services, and showcase their value. Build trust and meaningful relationships, and you’ll effectively engage people in your brand.

Establishing a Community Around Your Brand

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Establishing a brand community isn’t about promoting your business. It’s about delivering value that gives a reason for your audience to join your community.

 

You can offer discounts now and then, but you should mostly offer useful tips and advice that help your audience solve their pain points. Don’t focus on sales pitches. Instead, start conversations.

 

Create a community that will empower your target customers, and encourage them to ask questions, share ideas, and really connect to one another. That way, you’ll connect to them as well, and engage them in your brand.

Targeting Shot Callers in B2B Situations

The best decision-makers (aka shot callers) you can target in B2B situations are:

 

  • C-level managers

C-level managers often make big decisions without consulting with someone else from their organization, so it’s always smart to reach out to them. If they discuss your brand with someone from their company, your chances of making sales would only get bigger.

 

  • Mobilizers

It’s not very easy to break through to mobilizers, as they tend to be quite skeptical, and don’t like sales pitches and various sales tactics. What they’re looking for is boosting productivity, so you need to let them know how your product or service can do it.

 

With mobilizers, forget about the bells and whistles. Be transparent and honest, and show them how you can help improve their bottom line.

 

  • Business users

Business users are the actual users of your products or services. They don’t make huge business decisions, but their opinion is definitely important.

 

As they are those who would use your services or products, they’ll actually recommend them to C-level managers and other higher-ups. You should thoroughly explain how your offer would help their business so that they discuss it with the decision-makers.

Cross-Selling and Up-Selling Through Thought Leadership

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Cross-selling and up-selling are two very useful sales techniques for converting qualified leads and increasing sales. Perhaps you already use them, but have you ever considered leveraging thought leadership to do it?

 

Establishing yourself as a thought leader means building credibility, authenticity, and trust. It means showcasing that you’re an authority in your field who can solve all your target customers’ challenges. It means having in-depth expertise and proposing innovative ideas to inspire and motivate people.

 

Therefore, when you’re a thought leader, you can inspire people to purchase complementary products or services from you (cross-selling) or encourage them to spend more (up-selling). You’ll know how to do it effectively, without ever being pushy.

Don’t Limit Yourself to the Online Environment

There are many more leads online than offline. They’re much easier to capture, and they’re more affordable to acquire. The challenge is that it’s actually harder to convert online leads, primarily because there’s quite a lot of them. As there are fewer offline leads, it’s more expensive to capture them, but it’s actually easier to convert them.

 

Don’t focus only on the online environment. Explore business opportunities in the offline world as well, as there are absolutely enough leads to help you meet your sales goals.

 

Remember that continuity is key for long-term success – in sales and any other activity. You won’t see results overnight and there’s no silver bullet to make your YouTube video go viral either. But these lead generation and conversion techniques will help you get there quicker, and significantly drive your revenue growth.