The difference between Social Media Marketing and Sales is a confusing distinction, with 99% of small business owners in the dark about the true purpose of social media marketing compared to sales. The buzzword ‘Social Selling’ might be the issue, which is a tad misleading, so we’re going to take a closer look at the two terms and clear up the confusion.
Social media is marketing, not sales
The purpose of social media marketing is to highlight and enhance your brand. A social selling strategy can increase a company’s revenue by up to 16%, which is why it’s a popular choice for many sales representatives, despite the fact it’s not a direct sales strategy. The intent is to build a strong social media presence that drives traffic to your brand or business. It takes time to do, but if you build it up over 6 – 12 months, it will eventually reward you with increased revenue – especially if you consistently deliver quality content.
Another way to look at social selling vs. sales is this: sales are transactional while marketing is not. Social media offers a cost-effective solution to alternative and more costly marketing methods, and is especially beneficial for businesses just starting out. The aim is to build a solid brand that gains a following over time – one that fosters trust and generates influence. It isn’t about the hard sell; it’s about laying the foundations for sales to occur naturally. You want to influence your potential buyers, not scare them away with hard selling techniques.
Social selling can grow your business
Various studies have highlighted the positive financial impact of social selling. A few of our favorite statistics are:
For every $1 invested in social selling, the ROI is $5
On average, social selling creates 45% more opportunities for sales reps
Sales reps sell more when they use a social media marketing strategy
The implications of this are huge, which is why businesses are prioritizing social selling as a part of their marketing strategy.
Our top tips for an effective SM marketing strategy
The key is to stay relevant and interesting without shoving your brand down your prospect’s throats. Creating engaging posts that connect with your target audience are more likely to keep them on your page and identify with your brand.
Some ways to do this are:
Pick a relevant network and stay active on it. Research your demographic and find out where they hang out. Then pitch your content to them.
Create visually interesting and engaging posts, that either offer value, insight or humor.
Create polls, quizzes or simple Q&A’s to increase your engagement.
Interact with your prospects – reply to their questions or comments, form a bond, make a joke out of any negative feedback they post… It’s all relevant.
Connect with other similar businesses and engage and share their content – it’s mutually beneficial and free exposure!
Be real. Use conversational language and let your prospects know you’re a person behind the computer. This builds a relationship and promotes trust.
Add your voice to any relevant conversation around your brand. This adds credibility and shows your audience that you know what you’re talking about.
Share relevant content and add value where you can.
Befriend first, sell later.
These are just some of the ways you can create a successful social media marketing strategy. Consistency is key. You get back what you put in, so don’t be shy and start posting!
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