The five trends of social selling that drive demand

Posted by on Jul 20, 2016 in Social Media Optimization, Social Selling |

Social selling – a big buzzword of 2015 – is the process of developing relationships as part of the sales process. Taking place mainly on social networks like Facebook, Twitter, Pinterest and LinkedIn, it’s a technique largely used in B2B selling. The difference between social selling and traditional selling techniques of days gone by, is that social selling aims to cultivate one-on-one relationships, rather than broadcasting a message to many. Social selling is gaining more and more traction, largely due to five trends: Changing buyer behaviours Buyers have more control than they ever did before, now turning online for more product information, rather than relying on salespeople. This has extended the period between initial interest and the purchase. Many companies are using social media platforms to influence their buying decisions, from reviews to personal opinions. Evolving marketing departments Marketing teams have had to adapt to the modern buyer, producing relevant content across digital channels – social, email and mobile. Targeted messages are reaching buyers through automation. Salespeople are having to change their game, working at new ways of manipulating social networks for lead generation, as well as nurturing their existing customers. The rise of sales enablement Sales enablement staff play a crucial role in educating sales reps to have the right conversations with the right people at the right time. Social selling is a skill that must be learned, so having support resources on hand makes social selling less frightening for sales reps and leaders. The need for personalisation Sales reps still need to have one-on-one conversations with buyers and social media is ideal for this. By empowering your sales reps on social media, you offer your customers a human-to-human interaction Social platforms have become more user-friendly Until recently, many social selling platforms were complicated, feature-laden social media management tools that were baffling to most. Today, with simpler yet more consumer-centric options, the social seller is able to master the platform fairly quickly. Social selling has become an integral part of enterprise sales organisation, with business owners realising that this is the future of selling. If you would like to find out more about social selling, contact us. Please follow and like...

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Using Instagram for increased engagement and social selling

Posted by on Jun 15, 2016 in Instagram, Social Media Optimization |

Many people still think of Instagram as a cool place for sharing selfies or holiday pics, but it’s actually one of the fastest growing social media platforms, with many more times engagement than Twitter or Facebook. Instagram allows companies to tell a visual story easily viewed on a mobile phone, that is quick and easy to process. Companies already leveraging on the success of Instagram have seen huge growth in brand use. One of the main reasons for this is the fact that consumers are more likely to consider or contact a company with an image that shows up in a local search. Studies show that consumers believe that images are very important for eCommerce, in fact more important than product descriptions and reviews. Another handy thing about Instagram is the ability to post the published images on other social media platforms, from LinkedIn, Facebook and Twitter, to Pinterest and Tmblr. Here are five tips for Instagramming: Use hashtags; visitors to Instagram use hashtags to search Post regularly and keep your followers looking forward to your next image Post timely content – use seasons, holidays or events to your advantage Run contests or giveaways, a great way to build your following Promote your Instagram on other social media platforms and your website The two engagement measurements on Instagram are likes and comments. You can also use hashtags, which allow you to track posts and shares via hashtag tracking apps. By including phone numbers or URLs in your images or post texts, you can track call to action conversion rates for particular images or campaigns. The kind of photos that build rapport with customers are varied, but here are the top five types, that see high levels of engagement: Customer-centric photos: pictures of customers using or wearing your products (which is basically free advertising). Employee-centric photos: Much like the Employee of the Week photo on the wall, people like to get a peek behind the scenes. This has the benefit of increased employee satisfaction too! Contest photos: inviting customers to Instagram a picture from an event or for a contest is a great way to keep customers excited and engaged. Product-centric photos: A grouping of products of various colours or prints is surprisingly popular, as well as pairing of clothing items and accessories. Blogger-centric photos: Popular bloggers have their own fan base, so bloggers can cross-post your Instagram posts and your products to a wider audience. Engaging on Instagram is easy for users – once in the app, they only have to like or comment, quick, easy and perfect for those with short attention spans (the majority of the population!). To harness the power of social selling for your business,...

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How to get a response from your social media posts

Posted by on Jun 3, 2016 in Content Marketing, Digital Media Marketing, Social Media Marketing, Social Selling |

Any person with a digital marketing campaign of any sort, knows the importance of having a presence on a number of social media platforms. They also know that it’s important to post regular content and to build a following of prospects that will convert to sales. It’s good to know what is important, but ticking all the boxes is one thing – getting a genuine response is what it’s really about. So how do you create content that evokes a response and spreads like wildfire? Assuming you already know your target audience and what they’re interested in reading about, you need to find a way to spark a reaction. One theory is to use the Who, What, Why, When and Where words. It sounds simple, because it is – but they’re powerful tools to get your social media posts triggering the right kind of response. Using the word Who in your social media titles immediately grabs attention, like Who You Should Be Following on Twitter, or Guess Who Just Got A Million Likes? Using this word makes the reader want to know who you are talking about, a psychological trigger much like FOMO (fear of missing out). The word What reveals that there is a topic or something interesting being discussed. In a title, you are letting a reader know that they will find out just what you’re hinting at if you read the article. Think of titles like What Every Woman Should Know Before Internet Dating, or Find Out What Makes This Billionaire Tick. People pay attention to this word, as you are indirectly telling them something they need to know. Why is a word that demands an answer. A title with Why in it implies that you are going to reveal the answer, or give a solution to something. Starting an article with a question gets the reader thinking in the right direction, showing them you’re going to help them find the solution. Why Does Eating Chocolate Make You Happy? or Why Earthlings Will Never Live On Mars are examples that create curiosity – people love to learn new things. We are all a bit obsessed with time and When is the word to use to get your audience thinking about a time frame. When Are You Going To Make A Change? or similar creates a finite period for a task, that needs to be fulfilled. Where To Find Quality Influencers shows people how to find something – again, you are hinting at providing an answer they need to know. No one wants to be left out, so revealing where the fun stuff happens is very likely to get you a response. Crafting an article using the...

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SEO tips for bloggers

Posted by on May 25, 2016 in Blogging, SEO |

SEO, or Search Engine Optimisation, is an essential part of any bloggers arsenal in the quest to increase visibility. By using search terms or keywords in your content that are likely to be used in searches by people, your rankings on the search engine results will be better. Blogs are naturally suited to rank well in searches, as a result of their topics and the frequency they appear, but there are a few ways to enhance the way the blog is indexed and ranked, which is where SEO comes in. It goes without saying that the content of the blog needs to be great – quality content that entertains or solves a problem is more likely to be shared. While you can get quite swept away by trying to write content that is crammed full of keywords, it’s not everything. You should publish content you believe in and feel good about posting. You need to think about the kind of language your users are likely to type into a search and create your piece with phrases that correspond. When thinking about which keywords to use, you need to brainstorm the phrases and words you think people will use, as well as writing the kind of content that will reach a large and relevant audience. Using online tools like Keyword Tool can help you refine your keyword compilation into a set that are targeted, useful and likely to increase traffic. The title you use is another biggie – Google pays a lot of attention to titles. If your blog is long, use subheadings to make the structure of your article clearer. Try to include the keywords in your title, as well as in subheadings, but not every subheading – it will start to make your blog unreadable. The length of your blog is another point – Google prefers long articles, but if they ramble on and on, you’re likely to lose readers. A minimum should be 300 words, with a maximum of around 700 words. In a 300-word article, you should aim to use your search terms three to six times, if possible. There are a number of plugins you can use to assist you in writing SEO-friendly blogs, which will measure many aspects of your writing and provide you a number of suggestions to improve its searchability. As you use a plugin more and more, you’re likely to start writing in a way that ticks all the boxes and increases your page rankings consistently. Lastly, links are important. Adding links to relevant content within your posts help search engines get a clearer idea of what your topic is about. Linking to other sites can be the start of a...

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A marketing guide to Twitter direct messages

Posted by on May 16, 2016 in Social Networking, Social Selling, Twitter |

If you’re pursuing a social media strategy, then Twitter is probably one of your chosen channels. Not only is it easy to connect with your ideal customer on Twitter, but you can also use a variety of features on this platform to engage with them.  Brands who already have a following on Twitter should consider using direct messages to connect with people. Not all Twitter users are keen on engaging with brands via direct message, so you need to be smart about how you go about sending this type of communication. Here are a few things to keep in mind: Remember that it’s probably your first time talking to the person. Your initial direct message shouldn’t be overly familiar. Your tone and level of intimacy should be on par with how you would act when meeting someone for the first time. Keep it simple. You could start the conversation by simply thanking the person for the follow or by asking them what kind of content they would like to see on your Twitter profile. Be personal. Twitter users dislike being spammed. As far as possible, try to personalise each message. This can become administratively intensive if you start getting lots of new followers each day, in which case you should consider appointing someone for the role of social media manager or hiring a community management service to help you with this task. Need help with your social selling or social media marketing strategy? WSI OMS offers social strategy consulting as well as community management services. Contact us for more information today. Please follow and like...

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