Successfully selling Social solutions to businesses starts with understanding your prospect’s current online performance. By first auditing their social channels and assessing their needs, you’ll have a place to start the sales conversation and ultimately, be better equipped to close that deal with the perfect solution. If you take a needs-based approach to your sales, rather than a product-pushing approach, businesses are much more likely to buy.
This article will dive into the Snapshot Report and how you can use the automated insights to sell Social solutions to new and existing clients—better than ever before.
The first step in making the sale is helping your prospects understand the value of their Social channels. How do you do that? The right education coupled with the Snapshot Report.
Business owners must first realize that social media has completely revolutionized the modern buying process and that consumers are using a variety of channels to research services and products online. Consumers are relying on social media more than ever to assess their options and to qualify the goods and services they’re interested in without ever needing to set foot in a brick and mortar store.
Let’s set the record straight: every business needs to have a strong social media presence.
With a rockstar social strategy, your client can build out a loyal customer base while potentially accruing important insights into how their business is perceived online. But with multiple social media channels, it can be daunting and time-consuming to manage and update each platform. That’s where you can help! With a strong social strategy, you can help your clients engage with their customers and increase their social presence.
Snapshot Report is an automated needs assessment report that scans the web for a business’s digital marketing, reporting how they stack up online in six key marketing categories. The insights provide a place to start the conversation with business owners by highlighting gaps in their marketing and proposing the optimal solutions to address their needs.
The Social section of Snapshot Report investigates a business’s social media presence:
* Total number
Social channels are a great way for your prospect to grow their fan base and turn online leads into raving customers. Every day, millions of consumers declare their buying intentions on social media. Your clients must keep their followers engaged to grow their audience and build brand loyalty.
A social page may not appear in the report for several reasons. It could mean that your prospect does not have a page for their business, they are using a personal page instead of a business page, or their page has viewing restrictions. In any case, you can help your prospect. Remember, if our system has a hard time finding your prospect’s social page, their customers will too.
My prospect’s social data is missing.
The social data could be missing because your prospect is marketing from a personal account, or their page has geographic or age-based viewing restrictions. Snapshot Report can only find information that is publicly available on Facebook, so a business that limits their page to being found in certain locations or by certain age groups will not be found by the report (or any potential customer searching beyond those criteria). These limitations are often accidental, but block potential customers who might be trying to find them.
Create a business page for your prospect or remove the viewing restrictions.
Using the data uncovered in your Snapshot Report assessment, you can start to identify Social strategies and solutions for your clients. Here’s how to successfully sell Social solutions to your business clients.
Start by making your prospect think about the buyer’s journey and how they would go about researching a potential product or service. Try asking your prospect to consider the steps they would take in their buying journey.
“What steps would you take if you wanted to find a good, local, and inexpensive restaurant for dinner tonight?”
If they have a high score, then they most likely understand why they need to focus on social media. For those prospects who have a low score, this step may be integral in helping them see the value in managing their social presence.
Make it clear to them that customers are spending more time than ever online and with social media in particular. If they’re not engaging with those customers, there will most likely be competing businesses who are and they could be losing potential revenue as those costumers become loyal to their competitors.
“Your customers are online as we speak, engaging with a variety of brands and businesses. It’s important that your business is interacting with those customers on these social channels as it can help to build brand loyalty and position you ahead of your competitors.“
Review the information from the social section of Snapshot Report to help them see how they measure up when it comes to their social presence. If their score is low, help them understand how important social media is to consumers and the benefits that can come from having a loyal following of customers.
“You’re currently showing a low score when it comes to social presence. At this moment, your competitors could be engaging with your customers and building brand loyalty. Do you think it’s valuable to get ahead of that and offer consumers the opportunity to engage with your business online?“
If their listing score is high, then they obviously see the value in having a strong social presence. But you can still help! You’ll want to craft a message around helping to make it easier and quicker for them to continue managing their social media channels.
“Based on your scores, it appears that you have a strong social media presence which is great! I can imagine that it can take time to create posts and monitor reviews, would it be valuable if I can help make that easier for you and give you more time to focus on running your business?”
Social media has become an integral part of any business, and ensuring that it’s properly managed is something that any owner needs to prioritize. Customers continue to spend more time on a variety of social media platforms, with 3.48 billion social media users spending an average of 2 hours each day visiting those sites. As social media continues to evolve and grow, your prospects need to understand it’s importance and how it can potentially impact their business.
If your client is new to social media, offer them solutions that will help them build out a strong online presence and allow them to easily manage their growing audience. If they’re already doing a great job of managing their social channels, offer solutions that will help them easily manage those platforms and free up their time. No matter what level of expertise your prospect may have with social, there’s always a variety of solutions that you can offer them.
By showing Snapshot Report metrics to your prospects and connecting this data back to your available social solutions, you can deliver a compelling sales pitch that proves your ability to help manage and grow the social presence of any business.
Now go out and make some sales!