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Using Social Media For Merchant Services Prospecting
Some entrepreneurs may say, “Oh man, if you’re not making sales using Instagram and Facebook and Twitter and LinkedIn and Snapchat and Google +, then you’re missing the boat!” However, valuable but not essential would be a good description of this strategy for prospecting. Discover the best use of this tool in my episode […]
Some entrepreneurs may say, “Oh man, if you’re not making sales using Instagram and Facebook and Twitter and LinkedIn and Snapchat and Google +, then you’re missing the boat!” However, valuable but not essential would be a good description of this strategy for prospecting. Discover the best use of this tool in my episode today.
This episode is a general rather than in-depth discussion. I do offer extensive video training courses on instantquotetool.com. (Check out the list of courses HERE.) There you’ll find “Generating Leads with YouTube,” “Generating Leads with Twitter,” and “Generating Leads with LinkedIn.”
In my opinion, social media channels are not a good opportunity for adding new people to your pipeline. I’ve probably talked with the top 1,000 sales people in the last few years. No one tells me, “The way I do it is all on Facebook.” These top sellers are using either on the phone or face-to-face prospecting. Don’t abandon those successful methods.
Social media can be beneficial as you leverage your evening hours though. Some have more ambition than others. Personally, I’m a 9:00 p.m. to 1:00 a.m. worker. That’s my schedule. Sales reps may ask what can be done at that time of the evening. Use social media platforms! Find the business on Facebook or Instagram and do two things.
#1. Engage with their content in a very non-confrontational way. In the past I was trying to sell a dog grooming business. The business posted pictures of dogs after grooming on Facebook. I had already met the owner, but she was extremely busy and couldn’t talk to me. For three or four evenings I found a favorite picture and shared it on my personal Facebook feed with this remark, “Hey everybody, this is a cool place. If you have a dog, you should take it there.” I did some variation of that three times in a week, and the owner noticed. After a week I returned to the business with this greeting, “I’m James Shepherd. You commented on my Facebook over the last week.” She was very appreciative of my sharing her pictures. I sold her by being engaged and adding value. That’s something I can do at 11:00 p.m. or midnight.
#2. Interrupt prospects via social media. Most people don’t have a beeping alert for a Facebook message when they’re sleeping. So, you can send a direct message on Facebook late at night. I’ve found business owners are more likely to see a Facebook message than to read an email. In a previous episode I mentioned introducing the next conversation topic with prospects in an email. (Check this episode out HERE.)
That strategy is very effective with Facebook messaging, also. You could say, “Hey, thanks so much for taking time to meet with me today. I really appreciate it. I checked out your Facebook page. Looks like you guys have a great business. I’m wishing you well.” Don’t go overboard but do that a couple times. A few days later share an interesting article relevant to the business. Say, “I was thinking about you today when I saw this article and thought you might enjoy it. It’s a cost cutting article for your business type.”
So, if you’re wondering what to do with social media as a prospecting tool, use this strategy. Every evening, find someone in your current pipeline on social media channels. Think of ways to add value or connect with the business owner. Leverage this method to validate yourself as a real person. Keep your face in front of the prospect.
Personally, I don’t mind friending local business owners on my personal Facebook page. Then prospects realize I’m not just a random sales rep but a real person. For me, prospects can see I’m a father and a Christian and am passionate about business and community. Then when I return to the business I’m not some stranger who annoys the owner.
Keeping the pipeline full probably won’t happen on social media. But using these tips will help you get value from social media prospecting.
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