9 Tips on How to Make Social Selling Part of Your Daily Routine

We’ve heard a lot about “social selling” and how sales reps can use social networks to increase their effectiveness. But where exactly does one start? Social selling is tough because it needs to be a behaviour change. It has to be something that fits into your daily routine in order to truly give you an advantage. To help, we asked nine social selling experts to give us some tangible tips in order to make social a part of your daily sales routine.

Frederic Page (Trainer at SAP Academy for Sales)
“Research your customers and prospects, and identify the topics that are relevant to them. Whenever you come across an article, news, internal or external to your company, save it for later in an application like Pocket for example. Then plan your social activity, and schedule your posts. I usually do that at the weekend or during my daily commute. Post with moderation. Quality is more important than quantity, you want to be identified as a thought leader, not a spammer. Use warm introductions, through your network, whenever possible, to get introduced to your prospects. When reaching out to them directly, make sure that your message is tailored to their specific needs.”

Sean Burke (Chief Revenue Officer of KiteDesk)
“I follow a bookends approach to Social Media scheduling. I start and end both my days and my weeks with Social Media engagement. Twitter and LinkedIn have replaced newspapers, TV and emails for those of us engaged in Social Sales. New tools help you schedule your content in advance so you don’t miss a minute of prime sales time.”

Kevin Thomas Tully (President of KTT Marketing Solutions)
“Any competent sales person already possesses the necessary skill set to master social media. The key is to view social media as a conversation. Listen first, then contribute. Create content that educates, but doesn’t try to sell. Remember, the one-on-one conversation is the ultimate content. Be timely, but most of all, be authentic.”

Christin Miller (VP of Marketing at Busivid)
“I find that a key ingredient to managing your online presence is by actually enjoying the process of social media/social selling. If you don’t find fulfilment in engaging online, you’re less likely to follow through. Part of developing that social joy is knowing that what you’re saying is being heard. Utilizing tools that analyze the reach and influence of posts allows you to measure what topics are resonating with your audience and gives insight into when you should schedule content to post. There are many social media management tools on the market, but one I’ve found to be helpful is Sprout Social (@sproutsocial). The key is to find one that supports your personal social strategy.”

Greg Hyer (Host of the Linking into Sales Social Selling Podcast)
“Using social tools to manage your social media networks is one of the pillars of Social Selling. Use social media management tools that schedule updates to share with your networks. Some tools may let you know when the best time to share is. When someone engages with your updates, respond right away. And at the end of the week, review the aggregate of your social engagements to see what worked and what didn’t.”

Matt Heinz (President of Heinz Marketing)
“Set a reasonable daily goal, something that’s manageable. You may want to run five miles a day, eventually, but you can’t run five miles until you run one mile. Literally put something on your calendar as a recurring meeting that reminds you to execute a small, less intimidating set of action items. Develop the habit, discipline and muscle that allows you to scale activity and results from there.”

Tracy Paulson (Proprietor of Creating Your Style established in 2005)
“I started utilizing Twitter about nine months ago and quickly saw the value in engaging with consumer brands for my client “Momma Cuisine”. Like any sales presentation, I have catered it to fit my needs, to maximize the marketing efforts, and ultimately to increase revenue. Working with a Global Brand, Twitter is my top prospecting tool, where else can you have a conversation and get to the decision-maker with a company in Italy from your computer in Chicago! I have my prospect list and update it just as you would cold calling to keep your pipeline “deep” at all times. I recently added multiple new clients to represent with a more traditional sales approach in a geographical territory. I will utilize Twitter, in the same manner, to get these products into local establishments. Sales are about relationships and numbers which we are fortunate now to have at our fingertips on Twitter!”

Michael Neuendorff (President of Speak Well and Sell)
“For a salesperson new to the integration of social media into their selling process it can be tricky to find the right balance. Thus, I recommend starting with one tool first and giving it 30 minutes a day. Determine whether Twitter or LinkedIn will be that tool for you. Then, write out the 2 – 4 things you will do on that network in the time allotted. Be consistent and your confidence will grow in this new channel’s ability to help you.”

Jorge Soto (Head of Inside Sales, MoPub at Twitter and Editor at Sales4StartUps.org)
“As a sales executive, I leverage Linkedin and Twitter every day to build social proof and my personal brand which allows me to establish myself as a category leader in the topics that my offering is aligned with. For example, I am in the mobile ads and sales space; so I share content several times a day across Linkedin and Twitter. The content I share comes from 3 sources: 1) My own blog content, 2) Thought leaders in my space, 3) News websites/blogs. Establishing a voice and myself as a leader in my space via social media, allows me to validate my position as an expert while in a selling engagement.”

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