Social media, used in conjunction with the right strategies, can be the answer to the million dollar question: how to sell more!
Follow the post and discover 5 tips on the subject!
How to sell more online: the importance of digital marketing
Consumption habits have changed and, today, being present in the digital environment is no longer a choice if you are looking for ways to understand how to sell more and better.
To achieve this, having digital marketing strategies for your business is essential.
With just one click, consumers can find everything they need on the internet. However, if a company is not present in this search, it is very likely that it will be overshadowed by competitors. For thousands of consumers who are migrating to online shopping, if your company is not on the internet, it ceases to exist and consequently to sell.
Furthermore, with the digital marketing tools With the right tools, you can qualify your audience and run campaigns more assertively, understanding who your target audience and persona are, as well as the stage of the purchasing journey they are at.
Tips for selling: business marketing
O business marketing, aligned with digital strategies, is also an excellent tip for those who want to sell more.
It consists of several actions that aim to grow the business, understanding what the consumer needs, up to the final product or service.
By planning more objectively, you optimize time and money towards your final goal: how to sell more on the internet. Isn't that what all companies are looking for these days? In a delicate moment, in which we can't depend on the flow of people on the streets, having a good digital presence can ensure that your company continues to sell and grow.
How to sell more: structure the sales sector
To enhance your results in the commercial sector, a good measure is
improve your sales processes to scale your results and better structure the sales sector.
Starting with digital marketing tools, defining your persona and creating strategies to capture leads within inbound and outbound marketing are fundamental actions to improve numbers.
Before continuing, it is important to highlight that Inbound leads are those who consume the content created within your digital marketing strategy and will be attracted, nurtured and guided on their purchasing journey, while outbound leads are those who have never heard of the company but will have the ideal customer profile and will be captured by your sales team through other forms of prospecting.
This ideal customer profile can be evaluated by market segment, average ticket, revenue, geographic location and even by the problems faced by the lead that your company has the appropriate solutions to solve.
However, whether inbound or outbound, you need to build a relationship that can be well nurtured by your sales department.
Also thinking about this other process that involves outbound, one of the best measures to achieve results is to restructure the processes in your sales sector.
Inbound lead capture
To capture leads for your sales department, there are several inbound marketing strategies that involve content that addresses the persona's pain points, rich materials, WhatsApp buttons, webinars, etc. It is essential to build authority through these materials.
Outbound Lead Capture
Outbound lead capture can be done through prospecting lists that will indicate which companies have an ideal customer profile. That's why it's so important to define who these ideal customers are, do a search, create a qualified list and even define how many leads will be approached per day and start connecting with these contacts.
Good prospecting practices
The Outbound Brasil report “What 4 million interactions show about sales processes” revealed that Linkedin is among the first touchpoint for capture by Outbound.
In the pre-sale phase, one of the best practices when qualifying leads from lists is to collect as much data as possible so that conversations are more personalized and contextualized, which can lead to closer relationships. If it is through inbound, this information can be observed in the materials viewed by this lead, such as posts, quotes, e-books, etc. In outbound, it can be the information collected on social media.
Telephone is the most effective interaction
Although new generations appreciate the use of messages much more and are not adept at making phone calls, it has been proven that contact via telephone has proven to be the most effective way to create a relationship with the lead and help convert sales.
Furthermore, among the best practices, the report also proved that in the pre-sale phase, 8 points of contact should be made with this lead before giving up on it. These can be emails, phone calls or interactions on social networks.
At the time of sale, at least 5 follow-ups will be necessary to complete the deal.
Response time defines sales chances
Another important piece of data demonstrated in the research The Impact Of Speed-to-call on Conversation is about the response time for the lead when they make their first contact with the company. This alert is important because leads do not look for a single company to solve their problems, they do research and want the best return from each company they contact.
It's quite scary, but research has shown that the longer a company takes to respond, the less chance it will have of converting a sale, these chances decrease minute by minute until a certain point:
- Responses within 1 minute: 391% chance of conversion;
- Answers in 2 minutes: chances drop to 160%;
- Answers in 3 minutes: chances go down to 98%;
- Responses within 1 hour: 36% chance;
- Responses within 24 hours: 17% chance;
The 2017 Inside Sales Benchmark survey revealed that in Brazil, only 58% of companies made a call to an inbound lead within 1 hour. So if you are reading this post with the goal of knowing how to sell more, take this data into account.
Dividing the team into phases is a strategy to sell more
Due to this long process and the drop in the chances of converting sales in such a short period, one recommendation is to fragment the sales team between people who will make the pre-sale and, later, pass the baton to the salespeople, who will close the deal.
It is interesting to think about the profile of these professionals. For example, in pre-sales, people who have experience in telemarketing may be very suitable for the process. While in the sales phase, it is necessary to look for people who present a consultative profile, with the capacity for flexibility but at the same time firmness in negotiations, in addition to, of course, good communication.
The pre-sales team can carry out research, prospecting and connection, which involves:
- Bridging the gap between marketing and sales;
- Prospect outbound leads;
- Schedule meetings after leads meet your ideal customer requirements, understand the lead's pain point that your company can solve, and know if the lead wants to solve that pain point quickly.
In the sales phase, qualification, negotiation and contract signing are carried out. This stage involves actions such as:
- Hold diagnostic meetings;
- Understand objectives, impacts, pains, urgencies, budgets and overcome the lead's objections;
- Present proposals to solve the pain;
- Make the trade;
- Follow-ups until closing.
In addition, it is also necessary to think about after-sales, so that the acquired customer feels welcomed, well served and is better able to be retained, upsell or cross-sell at the time of contract renewal.
How to make more sales: 5 tips for using social media
One of social media trends is to use them as a strategy to boost the company's sales, social commerce is a trend all over the world and is gaining more and more strength, even because social media itself is investing so that purchases can start and end without the consumer needing to leave the networks to finalize the purchases.
It is not yet available in Brazil, but in the United States, Facebook and Instagram already offer checkout within the platform for brands and this should soon arrive in Brazil.
And some data proves this:
- According to a report released by Hootsuite and We Are Social in 2020, more than 4.5 billion people are connected to the internet;
- In a survey released by the Compre&Confie Movement, the growth of Brazilian e-commerce was 56,8% in 2020, compared to the first eight months of 2019.
Therefore, we have prepared 5 tips for you to use on social media and sell more:
1- Create relevant content
Understand your persona’s pain and create relevant content based on that. But remember: there is a lot of information available on the internet, so you need to differentiate yourself!
To do this, understand your customer’s buying journey and create content for each stage of the sales funnel. Be aligned with your sales team, they will give you valuable insights into your persona’s pain points and feedback on the leads that are coming to them.
O blog as part of the strategy for your company to sell more is a great tool in this case. Using content marketing, you can promote your brand without explicitly talking about it, providing the information your customers are looking for. In this case, blogs and social media are channels that will complement each other in the content strategy.
One of the techniques for how to sell more on social media is to observe what your market is doing and note the positive and negative points of that strategy and how it can be adapted to your reality. Observing other markets is also a good tip.
Of course, it’s not worth copying! But using it as a source of inspiration to stand out even more is always interesting.
2- Have a publication frequency
One of the characteristics of social networks is that people are connected practically 24 hours a day.
Therefore, it is necessary to publish frequently, given all the content that is posted every day.
If you want to know how to sell more on Instagram, for example, keep in mind that feed It will be the showcase of your store and you know how important a showcase is, don't you?
To do this, make a monthly plan with everything that will be posted that month, in addition to the strategies that will be used. This will make it easier to plan in advance and always have content ready for your audience.
Instagram also has a “shopping” tab in its app. To use it, you need to have a business profile and a well-configured Facebook business manager.
By linking the Instagram profile to the Marketplace or business manager catalog, brands can register and sell their products directly on the network.
If your profile has more than 10 thousand followers or is a verified account, you can also use the “swipe up” function on stories and put the link to your store!
3- Use relationship marketing
Now, if your question is how to sell well and retain customers, marketing of relationship It's an excellent strategy!
It encompasses several actions taken by the brand as a way of creating a relationship with the customer and building loyalty, making them become fans of your company.
Want an example? Having some data about your customer, such as their birthday, you can congratulate them on their birthday and offer them a discount to buy from your store. Cool, right?
4- Interact with your audience
There is no point in being consistent in your publications if you do not interact with your audience on social media.
Organization is the key word. Take time to respond to comments and messages sent by inbox, direct and via WhatsApp, if you have one.
By the way, a tip: for brands looking for ways to sell more through WhatsApp, the tip is to use WhatsApp Business (commercial account), so that you can add an automatic message that will respond shortly, and always provide a link for contact on your other social networks, so that your customers do not have to manually add the number and end up giving up on getting in touch.
5- Analyze the metrics
Digital marketing is incredible because it provides us with metrics at all times!
By getting into the habit of analyzing them, you can understand what is working and what needs to change in your planning in pursuit of your final goal.
Have you already applied any of these tips to your social networks? If not, it’s time to start! Contact us and count on our help in this process!
Did you like our tips on how to sell more online? Don't waste any more time and structure a digital strategy for your company. Count on us if you need us.