Many people are using social media as a route to increased sales and profitability. When we think about using social media this way our minds will leap to certain tried and tested approaches. What do you think of immediately when you consider how to use social media to sell?
I can think of several good options, see if they match your thoughts:
- Show casing product – On your Facebook fan page you can display your inventory, plus you can use blog posts, status updates, photography, video and notes to discuss and promote new arrivals.
- Direct offers – Rather than give contacts an opportunity to “browse” your good stuff, perhaps make a direct offer? 10% off your new purchase if this code is redeemed by saturday? 0% Finance? Cash rebate? Sometimes the direct approach is the best … but best used sparingly.
- Events – Generate buzz and excitement while getting more people to turn up in person. This is a great approach because the emphasis isn’t on the sale but on the experience. Once people are there surrounded by your beautiful automobiles of course there is no harm in answering one or two questions or allowing people to take a spin around the block …
So what is this overlooked approach?
I have two questions for you:
- Why are people not buying?
- What would get people to buy?
Social media is very much about conversation and interaction. The clue is in the name. We can use the social aspect to get into the heads of our prospects and discover what they are thinking.
Why is this important?
- It shows you care
- Forewarned is forearmed
- These insights could have a profound impact on your sales and marketing
We are often too close to our offers and approach to know how effective we are, or if we are appealing or confusing our prospects. By talking to them we can find out exactly what is triggering or putting off the buying process.
Recently I had an offer that was selling ok, but by fixing one line based on customer feedback I increased the conversion rate significantly.
What might you be saying that is turning your customers off? What could you explain that will increase sales?
Perhaps you should talk to your customers and find out. Get social and you will improve sales!
