“Half my marketing doesn’t work. I just don’t know which half.”
It’s an old saying that’s still true today.
It’s true because businesses are non-stop pitching prospects and it’s true because prospects will scroll right past your sales pitch.
When people are in their newsfeeds, they aren’t there to look at your pitches.
It’s costing you views which of course turns into leads.
If you want to capture leads from social, you have to give prospects a reason to connect with you, human to human.
It’s called social selling.
I know this because, with social selling, our team produced 237 leads with 59 demos scheduled for a software client.
In 6 months, this landed $478K in revenue.
Social selling is the process of developing relationships as part of the sales journey and the best way to do it is with a LinkedIn DM strategy.
Here’s what social selling looks like.
It looks like storytelling. Storytelling is in our blood. Share stories that win hearts, create connections and inspire action.
Social proof makes trusting you an easy decision. Testimonials, reviews, and client wins speak loud and clear.
Behind the scenes. We all love transparency. Show people your process and progress.
Gather information. Ask to connect about research you are doing in their industry.
Extend an invitation. Invite the prospect to a virtual event, invite the prospect to be a guest on your podcast, invite the prospect to be featured in an upcoming article or press release that you’re drafting.
Give value. What piece of content do you have that will make their day better? What new solutions to old problems can you offer?
Again, people buy from people that they know, like, and trust.
Put differently, if you’re going straight for the close, you’re missing out on promising leads.
And, who doesn’t want more leads in their inbox each week?