Using Social Media to Sell More: Why aren’t you doing it?

Using Social Media to sell is a no-brainer, right?  But 75% of sales reps don’t use social media.
Why? Most don’t know how to get started.

Using Social Media To Sell More

Social Media for business isn’t posting your weekend photos on Facebook.  It’s work.  But when you do it right it can be your own strategic advantage that helps you sell more.

Cold calling is dead.  In case you didn’t realize it, all those people you call really don’t want to hear from you. If they were interested in what you sell, they’d look for it.  Online.

A better choice

So what can you do?  Hang out where they are: on social sites.  Just like you, your prospects are on social media.  In fact, 91% of potential B2B customers are active on social media (IDC Research).  If you’re there too, they’ll see what you have to say.  But you’re probably not: only 1 in 4 sales reps knows how to use social media for sales.  If you’re not, they’ll hear what your competition has to say.

Simple steps you can take

So where should you be active?  Think about your audience:

When it comes to business, decision makers use Twitter and LinkedIn. They’re the top social media opportunities for B2B salespeople.

Do This Now: Who’s your average customer?  Take some time to figure it out, based on your current or recent customers.  Then, start spending time on the social media site where they hang out to become comfortable with business focused posts and conversations.

Once you’re positioned to reach them, it’s your opportunity to educate them about how you can solve their problem, and engage with them at the right time.  When they are interested.

Who are you interested in?  What companies have been on your “hit” list for far too long?  Social Media can help you gain valuable insights into what they’re doing so you’re knocking on their door at the right time.  How?  Follow them on Twitter and LinkedIn.  You’ll be the first to know when there’s company news like moving or expansion or other important news.

Do This Now: Pick a list of 10 companies you’d love to work with and follow them on LinkedIn.

Now that you have identified your typical customer, use LinkedIn’s “Saved Search” profile, and you’ll get a notification each time.  You need pay for “Sales Navigator” to use this function.  The cost is currently $79.95/month.  But depending on the size of your sale and your marketplace, it may be worth it.

Do This Now: figure out if leads to new LinkedIn members who fit your “typical customer” is valuable enough to try “Saved Search”

Not ready to pay for Sales Navigator?  You can join “Groups” for free.  LinkedIn has almost 2 million groups, ranging from Trash Removal to Rocket Scientists, Startups to Job Seekers.  Do you focus on specific industries?  Or types of people?  Or on your town?  You’ll probably find a LinkedIn Group that’s focused on it.

Do This Now:  Search for groups that would appeal to your target market and join.  Start by reading and commenting on posts in the group, and eventually start posting about how you help your customers.  You’ll get noticed.

Got good ideas?  They don’t help you unless your potential customers know about them.  Good ideas and new solutions are what attracts customers.  LinkedIn gives you the opportunity to be seen: there are 9 billion content impressions on LinkedIn every week.  But only 3 million users share content weekly.  If you do, you’ll be one of only 0.4% of users.  You’ll be one of the very few posting, so you’ll get noticed.  Did you know that over 50% of “social traffic” to company websites comes from LinkedIn?  If you’re not posting, you’re losing website traffic.

Do This Now: Take 30 minutes and create a LinkedIn Post, and post it.  One internet marketing authority has found that 80% of all B2B leads come from LinkedIn posts and advertising.  If you want B2B leads, LinkedIn is the place to be.

So why aren’t you on Social Media?

These are challenging times.  But they’re not the last challenges you’ll face.  The next time you get “shot down” on a cold call, ask yourself why you’re not using social media to sell more.

Another idea

How about Email?  Are you using it effectively?  Click here for a Free Guide: “10 Best Email Practices for Selling More”

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On Hold Recordings for Medical Practices in Connecticut

On Hold Recordings for Medical Practices are one of the easiest ways to tell your Connecticut patients about more of your specialties, and the best ways that you can help them.  Every time your office phone rings it’s “a call for help.”  A patient, or a potential patient, wants to know if you can help them with a problem.  They’re focused on you and how you can help them.  So you can be certain that they’re listening for helpful information.

What do you do to give your patients information that they want, and that you want them to have?

On Hold Recording for Medical Practices

Professional on hold messages give you a new opportunity to connect with your patients.  Custom written for your practice and to help your patients, they can help you

• improve the patient experience by delivering a positive, patient-focused message that makes the right impression
• sound more professional
• increase patient loyalty
• educate Connecticut callers about the ways that you can help them best, and
• stand out from other practices in your area

Think about your callers

Busy medical offices often get more calls than they can handle at once, so callers are often asked to “please hold.”  In fact, AT&T research shows that up to 69% of your calls may be placed on hold.  If they have to wait more than 45 Seconds, many potential patients may hang up, and almost a third won’t call again.

But letting callers listen to interesting information can help: callers will “hold on” up to 40% longer, and an average of 12% will ask about the information they’ve heard.

Building your practice

What would you like patients to know about your medical practice?  Your Informer Practice Marketing Pro will brainstorm with you in our unique Discovery Session to pinpoint the phone message that will help you to reach more of your goals.

Find out more: take a look at our FAQ

We’ll do everything for you.

With the Informer on your side, you get a complete service that gets you the results that you want.  We’ll do everything for you:

• Analyze who your callers are and where the fall in the “patient acquisition process”
• Develop a strategy to achieve your goals
• Write and revise your script until you feel it’s perfect
• Record professional greetings and your on hold record with a professional voice and mix it with licensed hold music
• Provide a broadcast quality recording.  Click here to hear samples.
• Provide a free digital playback system with any of our full service options, or format your recordings for your VoIP phones
• Proactively check in with you on a schedule that’s best for you about updating you messages
• Update your messages, at no extra charge, with any of our full service plans.  One time recordings are also available.

Your phone message recording is custom tailored to your practice, and to work on your business phone system.  Your Informer messages will be created to work with all your marketing efforts and enhance your patient satisfaction. Want to find out more about how it works?  Click here to see our Frequently Asked Questions.

Want to find out more about on hold recordings for medical practices like yours?

Or, if you want personal assistance, call to speak with a Practice Marketing Pro.  In Greenwich, Stamford, Norwalk, Westport, or Fairfield Connecticut call (203) 655-3920.  In New York call (212) 355-6980.  Nationwide call (800) 862-8896

Stamford Chamber of Commerce Ambassador 
Darien Chamber of Commerc Board Member

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