The first essential step for successful sales prospecting involves identifying your target audience. Prospects generally have the same social profile and needs as your customers. That's why having a rich customer database is essential for sales prospecting on social platforms. Your company's marketing team must carefully study the interests, problems encountered, and internet/social media usage habits of this target audience.
You can then determine precisely which social networks are most relevant to reach a large number of prospects for your business. At first, focus your efforts to acquire new customers on no more than two social networks. Discovering prospects and converting them into customers to make more sales improves the financial health of your company, as does tax optimization. If your business is subject to corporation tax, several procedures authorized by law can help you reduce your company's tax burden.
The prospect who views your company's profile for the first time should see a professional, serious, and modern image of your brand. The profile picture should be well-maintained and in line with your brand's values and graphic charter. On your social networks, the cover photo is a way to show an interesting side of your professional activity to your customers and prospects.
To attract a large number of prospects to your account, you should also fill in all the profile fields with updated, clear, precise, and concise information. Clearly describe your company's activity and talk about your professional experiences. You need to give the impression that you have a good command of your subject in order to encourage prospects to discover your products and services and to contact you.
For effective commercial prospecting on social networks, you should use relevant keywords that prospects use to search for your solutions when filling in the fields. Many SEO tools can help you find these strategic keywords. Using them intelligently will make you appear in the first results of the social network when the prospect does a geolocated search for your company.
To prospect effectively on networks, several steps must be followed. You must plan the regular production of high value-added content for your potential customers. By addressing the problems that your prospects or customers encounter and the innovative services that your company can provide, you can gradually build an image of an expert in your field. Becoming an authoritative social page in your sector of activity considerably increases your trust capital with consumers. Publishing entertaining content related to current events can also offer you the possibility of carrying out intelligent commercial prospecting.
To regularly create engaging posts (with the right keywords and hashtags), digital management tools like Hootsuite, Swello or Rapidely can help. You can also hire a community manager who perfectly understands how the chosen social network's algorithm works (Facebook, Twitter, Instagram, TikTok, Pinterest, etc.). For example, with a skilled community manager, your company can increase its visibility on TikTok and quickly reach a significant number of prospects who could become customers.
When it comes to sales prospecting, regularly sharing entertaining, educational, or informative content encourages your target audience to share your posts. The goal is to get as many views, likes, shares, and comments as possible. The more interaction your content gets, the more the social network's algorithm promotes it. This helps increase the number of your followers or subscribers, and therefore your database of potential customers.
Don't hesitate to react or reply to as many comments as possible under your publications, politely. To find prospects through social networks, you should also often share publications from authoritative sites in your field of activity. On your social network, there are surely some popular groups that bring together prospects interested in issues related to your professional activity.
Become an active member of these groups. For each issue raised in the group, don't hesitate to provide relevant and well-explained answers to users' questions. A user satisfied with your answers is a user who will very likely seek to learn more about you, your products, your services, and to contact you. This establishes a relationship of trust between your future client and your company.
The profiles that are most likely to respond positively to your sales prospecting efforts are those who interact regularly when you make posts. You can schedule targeted paid ads to send to a group of prospects you've identified. These sales prospecting ads contain a call-to-action (CTA) button to redirect potential customers to the next stage of the sales cycle.
You can also send a personalized message to the prospect to present them with a valuable offer that may be of interest to them (based on their interactions under your posts). Offer the possibility of a telephone or face-to-face appointment for all useful purposes. If the prospect responds favorably to your message, proactively continue the discussion.
Without being pushy, try asking questions that help you understand how ready your potential client is. This valuable information helps you close the deal effectively and send super-personalized content to your target audience, making it easier for them to think about your products and services. This way, your company will integrate marketing automation into its social marketing strategy.
Written by our expert Editorial staff
October 4, 2023
