- Susie Moore is life coach and advice columnist who’s been featured on Good Morning America, Oprah.com, and The Wall Street Journal. She helps entrepreneurs get hired by getting into the media. Sign up for her free workshop on how to get publicity for your business right here.
- When used effectively, social media can be a powerful tool to access and sell to audiences instantly.
- Moore shared six tips on leveraging and revamping your social media profiles to better connect with customers.
- Start by reviewing all of your profiles. From there, you can tweak and update your profiles based on customer feedback and personal review.
- Don’t shy away from consistently engaging with your customers in meaningful ways — respond to comments, share screenshots of testimonials, and create a schedule you stick to.
- Visit Business Insider’s homepage for more stories.
As a business coach, it’s incredible to observe the opportunity that social media provides businesses of all sizes to access and sell to audiences on demand.
My dermatologist Leslie Rohaidy fills up her practice debunking skincare myths on Instagram. And another friend, Tracy Campoli, a YouTube star, welcomes new members to her fitness community every week through her short, effective YouTube videos. I’ve also sold thousands of units of my books using Instagram and doing time-bound giveaways (whilst simultaneously spending my own money on hydrating under-eye patches and swimwear after observing influencers singing their praises on Instagram). This stuff works!
Social selling is real. Even better, it’s free to do.
Here are some simple (but easily overlooked!) tips to move more of whatever you’re selling using your social platforms:
Log out of everything. Review all of your profiles from a prospect’s or customer’s point of view.
Do they present you in the best and most concise way? Is it clear you’re the same person? Using the same (ideally recent — keep it fresh!) headshot across all platforms can help with this. I just recently updated my pictures so they’re all the same.
If it’s not consistent and clear, do some tweaking and updating. it’s important to have a consistent tone and message across all platforms.
Your customers and prospects are telling you exactly what they want and need every day. So pay attention! One ninja marketing tip here is to use your customers’ exact language. This is a technique called “mirroring.”
For example, if you sell a product or service that supports hair growth and your customer says:
“My hair is getting thinner and thinner. It’s so bad. It’s getting harder and harder to cover up. Will the hair loss ever end?”
You can say, “Do you feel like your hair is getting thinner and thinner? Is it getting harder and harder to cover up? Do you ever wonder if the hair loss will ever end?
Most other marketers use fancy, non-mirroring language. Instead of using the above statements, they’d say something else like, “Scalp rejuvenation is possible. Hair supplements and easy-to-use tinctures can easily be incorporated into your on-the-go lifestyle. We have a certified new technique …”
Solving your customers problems is the most helpful and generous thing you can do. So let it be easy by doing it in a language that they understand.
3. Engage (and not just with emojis)
“Provide value — always!” Rohaidy said. “Don’t be stingy with your comments. Be gracious and generous giving out free educational content. It brings you more business as you build goodwill with potential patients. It’s also how you establish credibility and expertise in your field.”
Answer questions customers pose on social in proper sentences. And use more than three to four words. (Rohaidy said she always answers at least the first 10 questions organically and honestly after posting).
4. Tout testimonials
Let your clients sell your work for you (with their permission, of course).
“Everyone wants to know what type of results are possible,” Campoli said. “By sharing screenshots of social media posts and messages, it’s easier to attract your target market and your potential clients and customers will easily be able to envision themselves achieving similar results. People trust real stories and comments that come from actual clients and customers.”
5. Show up
Many people feel nervous to show up unless everything feels “perfect” — good hair day, good lighting, having the ideal thing to say. This means they never show up at all.
This piece is obvious but easily overlooked. If you’re scared of video, being live, or showing more of yourself to your audience, know this: We don’t clear the fear to do the things, we do the things to clear the fear. Just show up and add some value with a tip, hack, or useful piece of info. Your job is to simply inform, connect, and/or even entertain your audience.
Try showing up and engaging consistently and see what happens. Hey, your competitors are showing up. And remember this: You can always delete something you post if you don’t like it.
Be present for your audience. When I’m working with someone, I give them the challenge to show up within the next 24 hours on their most active platform — and to repeat it for three days.
Selling is a contact sport. Volume wins. Personally, I post a story on Instagram at least two to three times a day — a blend of free content, fun images, and promotions.
You don’t have to be perfect. You just have to be visible.