I was speaking to a new client of mine this week and she’s prompted me to write this article.
She was posting on social media, regularly.
She was engaging in Facebook groups, adding a load of value and posting on her own feed replying to each comment. Social selling is a term that’s been banded about a lot recently and I’ve spoken to lots of business owners, especially over lockdown who’ve been struggling to not only getting people to like, comment, share and engage but to buy off the back of that.
So where was she going wrong?
She thought she was doing “all the right things” to market her business on social media but she was missing some key ingredients in the recipie to make her social really sell!
These were five really things that were limiting her ability to make sales directly from her social media.
She was dabbling with it.
When I questioned ‘regularly’ posting her understanding of ‘regular’ was different to mine. By regular I meant daily, by regular she meant a couple of times a week. She wasn’t visible enough, she needed to ramp up the volume of the posts she was doing.
Her content was off point.
Have you ever stared at that blank piece of paper and thought “what the heck am I going to write?”. Yeah?
That’s exactly what was happening here. Generating content that is engaging for your potential audience is about creating content that appeals to them, their problems, challenges and how their lives and businesses will be different after working with you.
People are more interested in themselves than you.
Sorry, it’s true!
When you plan your social media content of course you can talk about your “thing” but the basis of that is how your “thing” resolves the problem or challenge your ideal client has. They’ll resonate with what you’re posting, they’ll engage and that’s the start of the process!
She wasn’t growing her audience.
As part of any marketing strategy, including for social media she didn’t have a process to grow her audience of followers on her social media channels. If you want to make sales from your social media, you’ve got to be consistently and actively growing your audience by connecting with people, engaging with them in groups and brining them into your world.
She wasn’t reaching out.
I’m a great believer in the fact that selling starts with creating conversations. Just think about it for a moment, when you’re in conversation with people in real life, not just online a conversation is about asking questions to drive a response. It’s the same here – just online.
She was replying to comments with a statement and not asking questions to prompt a dialogue so she could get to know and understand them more so that she could decide if they were someone she could potentially help.
Ask questions – people like to talk about themselves. Remember, social selling means having conversations!
She wasn’t telling people how to buy!
I’ve left this one until last because it’s so very simple and there’s two points here. You’ve got to do that regularly (at least 3 times a week) and you’ve got to have a very clear instruction to people who are reading your social media posts!
Simple but the one that makes the most difference. People aren’t just magically going to buy your thing if you don’t tell them what and how they can buy!
Simples!
Want to generate more sales from your social media?
Book a call with me now by clicking here and let’s see how I can help you!
