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There seems to be a bit of a question mark hanging over social media and whether it can deliver sales for a company that uses it.

Well, the answer is yes… and no.

Like any sales process, it isn’t like turning on a switch. You need to work at it, win credibility, and keep persevering. But let’s look at the usual sales process. In most companies it looks something like this:

The sales funnel

You market/advertise to prospects, hope that they respond, try to begin a dialogue, meet them, prepare a proposal, and sell. Of course, at every stage of the process, there is huge wastage – and that is why sales is both costly and time consuming. The whole philosophy is built on throwing mud at a wall.

Using social media turns this process on its head. You talk about yourself, you demonstrate your capabilities, and like moths to a flame, the clients that you want or more importantly want you, are drawn to you. Eventually, when someone is ready to buy they buy from you.

The reason they come is that – they know they like you (because they’ve been watching what you do) and they know you’re good (because they’ve seen samples of your work and all of the recommendations). The only question is when they buy, not if.

Contrast this with the struggle of the usual sales process. All you need to do is keep on going. It won’t happen over night, but it certainly will happen.

Simple really. If you don’t believe it, get in touch and I’ll have great fun in convincing you!