The old method of using cold calling to prospect is well on its way out, and you don’t want to be left behind. While your inside sales team had to have excellent communication skills to engage with someone over the phone, they need to be even more refined online. They need to be able to connect with friends and clients and post blogs and whitepapers to get their company in front of potential clients. Managers need to become business coaches and teach their inside sales teams to harness the new social media tools for their own benefit.
Most of us know the outstanding stats when it comes to how many people are actually involved in sites such as Twitter and Facebook, but did you know that 41% of businesses receive leads from social media? This is huge for most sales teams. However, not everyone knows how to take social media and turn it into profits. Managers need to step in and tailor sales training to the new tool. Social media is a great tool for sales people. It can help easily gather information, increase lead generation, allow for warmer introduction calls and much more. The trick to successful use of social media in selling is to remember that despite the new channels of communication, you are still selling. You still have to get the right message to the right decision maker at the right time.
There are three main social media sites that can be used to increase sales and create more leads.
Twitter
Twitter is a site that allows people to post short, too the point updates about either what they are doing or what is going on in their company. While this may seem irrelevant, you can attach links to blogs, whitepapers and events at the end of each message. When viewers click on the link, they will be driven right back to your site. As of right now, twenty-three percent of twitter users follow businesses. So when you post a message, those 23% see it and could possibly recommend or forward your material on to other potential clients.
Facebook
Facebook may come off as just a social media site for people to catch up with friends and relatives, but there is a place for businesses. Most people on Facebook become fans of businesses that they like and follow them, just like on Twitter. However on Facebook, you can upload events and pictures, and you can send out polls to make the site more interactive. When you post blogs onto your page, fans can comment and give their opinions on the issue and therefore, become more engaged. Facebook is great for prospecting because you can connect with people you may have lost touch with, and maybe they will be able to give you referrals.
LinkedIn
LinkedIn is probably one of the most useful social media sites when it comes to connect with business professionals. Inside sales reps should “connect” with their closest friends, employees and clients to stay in contact. In order to prospect effectively, reps should join groups and become active- don’t just sit back and observe. Posting a blog onto your page or participating in a discussion will give you credibility. Furthermore, the way connections work on LinkedIn also presents a unique opportunity to obtain leads. The site will show you your first connections (the people you know directly), and then it will show you people you could connect with through and introduction from you personal contact.
In the end, managers need to make sure that there is training reinforcement going on with inside sales teams. They should be constantly learning how to use the tools and checking out new, potential social media sites.
