33 Ways to Use Social Media to Make Sales

Ever wonder how to use social media to make sales? Or what steps should you take before using social media as a lead-generation tool?

While using social media for awareness isn't new, converting connections into leads is. In fact, it's the top challenge I hear from small business owners and entrepreneurs. But how about this?

96% of website visitors say they're not ready to buy when they land on your site. (Source: Marketo) That makes social sales all that much more important.

Unfortunately, many business owners miss the opportunity to boost profits and sales. This is due to the lack of a well-defined sales process or sales funnel.

The reason? They (and maybe this is YOU) perceive social selling to be too hard. Whether it’s creating the process or putting the system in place, it can feel overwhelming. But here's the good news. It doesn't have to be!

That's why we decided to dive into this tough topic on #InfluencerChat. During our weekly conversation, me and co-hosts Ann Tran and Diana Adams shared top ways to use social media to make sales.

Here's the roundup of our conversation, along with highlights from everyone that joined us.

Q) What steps should you take before using social media as a lead-generation tool?

A1 Build (up) your brand, voice & interactions on social media. Provide value before “selling" #influencerchat https://t.co/WZccGvcvn6

— Samuel Pavin (@SamPavin) November 18, 2015

1. Before using social media to generate leads, take time to provide valuable content in your posts. Give before you receive.

A1: You need a message, an offer, a target audience, focus on their problem, engage #influencerchat https://t.co/8dkdlwvowN

— Ivana Taylor (@DIYMarketers) November 18, 2015

2. “For successful lead gen on social, connect with prospect’s challenge and give them a next step to move forward.” - ChrisBrogan

3. Make a list of keywords & hashtags related to your business. Engage with people. Tweet with them. Make new connections!

4. It's about relationship building. There are tons of new contacts & leads to be found, but it's up to you to nurture them.

Q) How can you use social media to move leads into your sales funnel?

A7) Create #content AND curate to support it. Become THE source for what your prospect needs. #influencerchat https://t.co/gUhNHcK0ph

— Dana Detrick-Clark (@Serious_Vanity) November 18, 2015

5. Each social media site is unique. There isn't a one-size-fits-all answer. Learn the lead generation process on each site.

A2) Don't firehouse your stuff. Be thoughtful in engaging people who would connect with you. #influencerchat https://t.co/3JfhnxM6lE

— Bob Rothman (@RothmanBob) November 18, 2015

6. Twitter can help you move leads into your sales funnel. Set up Lead Generation Cards. Contacts can safely send you info.

A2) Create a demand for your business, provide value, & share customer satisfaction stories. #influencerchat https://t.co/zNcbRrVa4q

— Micole Kaye (@socialmicole) November 18, 2015

7. If done right, Facebook promotions work incredibly well. Don't forget your call-to-action (on your page & in your posts).

Q) How do you position your brand as one that encourages customers to take action with your business?

A3) Be honest. Offer value. Be human. They will interact and advocate naturally. @influencerchat #influencerchat

— Lori Rizzo (@rizzolori) November 18, 2015

8. Companies need to be creative, fun and consistent in driving brand awareness or services through social media campaigns. #InfluencerChat

A3) Be responsive! Engage with people who want to talk with or at your brand - positive or negative #influencerchat https://t.co/T8w0c4KlI6

— Dan Gingiss (@dgingiss) November 18, 2015

9. Building brand familiarity requires a budget and a long-term marketing plan to stay at the forefront of #socialmedia.

10. Engage & interact with your fans. Answer the comments people leave on your Facebook posts. Respond to tweets on Twitter!

Q) How do you determine which #socialmedia channels speak to your specific audience?

11. Set goals and measure accordingly to allocate funds and manpower for each channel of your campaign.

12. Listen and fine-tune your messages for each channel as social media moves at hyper speed.

Surprising how many brands and individuals still do this - Broadcasting and not engaging - #influencerchat https://t.co/5TL4rrW6FA

— Adel de Meyer (@AdeldMeyer) November 18, 2015

13. Where are your customers & potential customers hanging out? Which social site? Study the demographics. Look at your data

Q) Are your brand/business social media channels accessible and approachable?

Yes. Because we engage with our followers and build a sense of community #influencerchat https://t.co/fZyAsf4elH

— Ursula Ringham (@Ursula_Ringham) November 18, 2015

14. Become accessible & approachable on social media by being relatable. Humanize your brand with visuals and storytelling.

A5) Become accessible & approachable on #socialmedia by being relatable. Humanize your brand with visuals and storytelling. #InfluencerChat

— InfluencerChat (@influencerchat) November 18, 2015

15. Conversing with a persona makes it easier for the social team to successfully stay on topic and develop relationships.16. Understand and integrate your target audience's interests, passions, and concerns.

A5) Expand your organization in the social media communities to amplify the brand’s message thru storytelling. #InfluencerChat

— Ann Tran (@AnnTran_) November 18, 2015

Q) How do you create content that engages your audience and causes them to take action?

17. Show the audience why they need your brand and not your competitor's brand. Demonstrate your value.

18. The key is to communicate effectively and consistently through brand ambassadors and advocates on the desire to purchase.

A6) The key is to communicate effectively & consistently through brand ambassadors and advocates on the desire to purchase. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

19. Consider a budget for the creative voices (advocates) you recruit through #socialmedia. Don't be shortsighted. Think long-term.

A6) Consider a budget for creative voices (advocates) u recruit through #socialmedia. Don't be shortsighted. Think long-term. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

Q) How can you use visual social media platforms like Instagram and Pinterest for lead generation?

Infographics and charts: when simple and relevant, they can be great visuals to use on social media #influencerchat

— FIGorout (@FIGorout) November 18, 2015

20. Visuals are a powerful way to connect and anchor your campaign. People digest them quickly and engage with them easily.

A7) Visuals are a powerful way to connect and anchor your campaign. People digest them quickly and engage with them easily. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

21. Pinterest and Instagram provide excellent opportunities to showcase your products, staff, and company culture in photos.

22. People use Pinterest to search. Keywords are very important. Get in the mind of the person searching on Pinterest.

A7) People use Pinterest to search. Keywords are very important. Get in the mind of the person searching on Pinterest. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

23. On Instagram - create short, engaging, creative videos containing a call-to-action. Remember to pack it with value!

@influencerchat A7) IG allows you to create a brand story through social video marketing. The new ad features help too! #influencerchat

— Ashley Perkins (@Ashley_PrGirl) November 18, 2015

24. Pinterest Lead Generation 101: Best Practices and Hacks That'll Make You a Pro (on @HubSpot) - http://bit.ly/1eXEvb6

A7) Pinterest Lead Generation 101: Best Practices and Hacks That'll Make You a Pro (on @HubSpot) - https://t.co/PcG9MO2zLP #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

Q) Social media advertising can be a valuable lead-generation tool, especially during the holidays. What are best practices?

25. When you are selling on social (which is a global sphere), be sensitive to different religions, cultures and regions.

A8) #influencerCHAT Manners and respect for all traditions while being joyful and paying attention to timing. https://t.co/GgenhoEynS

— Jilly Jesson Smyth (@JillyWisdom) November 18, 2015

26. Understand your goals and proceed strategically—always remember that you are connecting with real human beings.

Make your #socialmedia goals SMART! Specific Measurable Achievable Relevant Time Specific #influencerchat pic.twitter.com/VhTWGLZ8eH

— Rebekah Radice (@RebekahRadice) November 18, 2015

27. The success of your holiday social media campaigns depends on how well you planned and prepared. Plan and plan early!

A8) Giveaways are also a great way to garner attention from prospective customers. Take advantage, make them love you! #influencerchat

— Ashley Perkins (@Ashley_PrGirl) November 18, 2015

Q) How can social media improve search results and move people over to your website?

28. Social media and SEO are soulmates. Each works in tandem as organic, inbound drivers to increase share of voice/reach.

A9) Social media and SEO are soulmates. Each works in tandem as organic, inbound drivers to increase share of voice/reach. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

29. Think Pagerank is dead? Think again. Social media impacts Pagerank, which moves people to your website.

30. Have you spent time on keyword/intention-based research? Use #socialmedia to improve results through organic search.

A9) Have you spent time on keyword/intention-based research? Use #socialmedia to improve results through organic search. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

Q) With 82% of leads generated through Twitter, what best practices can be used to gain leads and sales?

31. On Twitter it's about brand loyalty. Build Twitter loyalty just like you would offline..through trust & mutual respect.

A10) On Twitter it's about brand loyalty. Build Twitter loyalty just like you would offline..through trust & mutual respect. #influencerchat

— InfluencerChat (@influencerchat) November 18, 2015

32. You can't go wrong if you continuously provide relevant, valuable information. This is key to Twitter success.

33. Learn to identify the difference between hot, warm, and cold Twitter leads. Don't sales-pitch everyone, or you'll be ignored.

Final thoughts

If you want to close a deal, you will have to tighten up your social sales process. Closing is about advancing the sales process and identifying your buyer's journey. It’s knowing what they need, how you’re going to provide it and then naturally offering that solution within your conversation.

The more you work your social sales process, the more comfortable you’ll become with it. And the more comfortable you are, the more social media sales you can make!