Information on prospects and customers has long been the lifeblood of the sales process. With intelligence into what the competitors are doing, what the prospect really wants and customer experiences, salespeople can clinch deals more frequently.
With so much data being collected and modelled from social media interactions, the sales process is becoming even more informed.
How can your business harness the power of social media to help your sales force?
There are a number of things to consider.
1. Know your prospects’ online habits
It’s important to know where your prospects play. That’s where you want to be also. Like advertising in print publications that your prospects read, it makes sense to engage in social media where your prospects are doing the same thing. So your first step is to determine where they spend their digital social time – eg Facebook, Twitter and LinkedIn. Try to determine the levels of importance they allocate for each and for what purpose.
2. Get involved – don’t be shy
Get involved in the social media platform of your choice then spend time developing a character for your business. This includes the language used as well as traditional branding considerations. Get comfortable with your new online persona and start conversations.