Instead of using email to find prospects, social media messaging can bring more benefits when you follow these steps.
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Have you ever heard of conversion conversations? This sales technique involves getting to know your prospect through an online messaging platform, creating a conversation, and then moving on to a sale once they qualify. The best part? It's completely free if you do the legwork.
When choosing the social media platform for your messages, keep in mind that, according to Statista, Facebook is still the largest social media platform, used by 2.6 billion users. Pew Research found that 75 percent of high earners use Facebook. Instagram is more visual. So if you are selling products or services that look great in photos, or if you are targeting the younger generations, go for Instagram. According to Statista, 32 percent of users are between 18 and 24 years old, and 33 percent are between 25 and 34 years old.
Related: 5 Tips for Selling Your Luxury Products on Facebook and Instagram
The pandemic was the perfect time to turn to social media. Americans are spending more time online as social media engagement has increased 61 percent, according to Kantar's data.
With corporate budgets may be tight in these current times, conversion conversations are a great and free way to build your sales funnel. The key to messaging is saying the right thing at the right time. Here are six steps to get you started.
1. Find leads by their interests. Use Facebook groups to find active members in your niche audience. Look for potential customers looking for a solution. For example, if you are a real estate agent, look for groups that focus on people moving to your city and connect with people who have questions like "What's the best neighborhood to live in?" Put. or "What are the top rated schools in the area?" These people have a need and you can offer a solution.
2. Keep posting organic, helpful content and reaching out to your dedicated followers. Filter your preferences and comments and reach them individually. Because they are already familiar with your brand, your messages can get to the point faster. Their followers are low-hanging fruits. You are already committed and are looking for your specialist knowledge on topics.
3. Relate to this person in your conversation. Take a look at the photos or posts in your personal profile and use them as a prelude to the conversation. Whenever someone posts photos of their dog, ask about their furry companion. Start the conversation and focus on them. Don't jump straight into the sales pitch.
Related: The Social Selling System: Turning a Follower into a Customer
4. When you feel that your prospects are satisfied, move from getting to know them to your sales pitch. The key question: "What do you do for work?" From there, you can skip over to the question, "Are you bothered?" Usually the prospect says yes, which leads you to your next question. "Is that difficult (enter your expertise here)?" For example, if you sell fitness coaching, "Is it difficult to work out?" If you're selling ad consulting, "Is it difficult to run your ads?" These are qualifying questions to determine if they fit your product or service.
5. You are now on the sales pitch and the conversion conversation feels more natural. Give your sales team a key questions template to help determine if a prospect is hot. These include:
- What is your goal?
- What's your fight
- What have you tried?
- Have you ever worked with a trainer?
- Would you like the help to be more successful?
- Can you invest mentally and financially to get the help you need to achieve your goal?
Make the offer. "I do this (whatever you sell) all day and would love to consult with you."
Related Topics: 5 Tips for Using Social Media to Scale Your Online Business
6. Slide the prospect to a phone or video call. Not only is this more efficient, it also gives your prospect more authenticity behind the seller and gets them to the point in a very honest way. Set yourself the goal of getting a firm answer of “yes” or “no” before the end of the conversation. "Maybe" is the easy way to say no.
You don't get an answer? Follow-up after a few hours or a day at most. If too much time goes by, you can lose the sale. Facebook Messenger and Instagram DMs let you see when people have read your message so a quick follow-up is not considered invasive. If you think a prospect is non-committal, reassure them that these feelings are normal before making a big decision. It makes it easier for them to see the value.