All posts by Celia Yarwood

How To Social Sell on Facebook

Facebook is seen as a bit of a grey area when it comes to social selling and I often have the discussion with salespeople as to whether or not they should be doing social selling on Facebook.

We are used to Facebook being a really personal network where we share things with our closest friends and family so this often puts sales reps off using the platform for business.

I can tell you one thing, though, the best sales reps in the world are using Facebook to build out their personal brands and to build closer relationships with their buyers than ever before.

Today, I’m going to give you 3 tips on how to social sell on Facebook to generate more leads and opportunities. 

How To Social Sell on Facebook

1 – Engage In Groups

Facebook is putting a lot of focus into their groups this year and even changed their mission statement recently to reflect this.

If you’ve never used Facebook before for anything other than sharing photos of your best friend’s birthday night out, then groups are a great place to start growing and building your own personal brand whilst also connecting with the right people.

So are business conversations really happening on Facebook? Yes, they are, and on a pretty large scale too.

My recommendation is to find some groups where people in your industry are likely to hang out, regularly engage in these groups and start building relationships with the people there

Remember though, this is a personal brand building exercise, don’t try to social sell on Facebook to quickly.

This kind of work isn’t likely to generate you immediate sales but will definitely pay off in the long run.

2 – Create a public figure page and start advertising

One of the best things about Facebook is its advertising. It’s incredible how narrow you can get with the targeting options.

However, you can’t advertise from your personal Facebook account. My recommendation here is to create a public figure page for yourself. Think of this like your own personal landing page on Facebook.

Below you can see an example of the kind of posts that I’m posting from my public figure page:

On your public figure page, you want to share all of your best content. It’s a really good idea to produce helpful content for your target buyer personas and publish it natively on your public figure page. Think about short tips and tricks videos, helpful infographics, etc.

Then, you can use Facebook advertising to get these posts in front of anyone you like. You can start to target by location, interests, previous people that have engaged with your content etc.

Where this becomes really interesting though is when you start to get very granular with your searches and target by job titles at specific companies or specific locations for example.

The common misconception with Facebook advertising is that it’s expensive, but I can guarantee you that you’ll get results from spending as little as $1 per day. Check out this video from Dennis Yu where he explains this in depth.

3 – Build Your Own Facebook Group

Now, this tip really is for those of you who are in this for the long game and are willing to put in a lot of effort to social sell on Facebook, but boy oh boy it’s worth it.

We’ve already talked about how much you can learn from Facebook groups and how they are full of engagement, but why don’t we look at this from another perspective.

What if you could build a community full of engaged professionals who are working within your target industries? What if you could have direct access to these people through Facebook and they became fans of yours because you were providing them with so much value?

Well, you can. Why don’t you create your own Facebook group?

I actually created my own group just before writing this post and within 8 days we’re already 376 members strong. It’s a group to help business owners and salespeople sell more with social media. If you’re interested in joining you can access it here.

Building your own tribe will give you access to more people than ever before. It will help you build your influence and ultimately make it way easier for you to sell.

Like I said, this needs a big commitment of time and is only for those serious social sellers out there.

3 Ways to Generate More Engagement and Sales on LinkedIn

LinkedIn is by far my favourite platform for social selling. In this post, I am going to share with you 3 ways to generate more engagement and sales on LinkedIn 

At the time of writing, LinkedIn is going through some pretty heavy changes. The way people are using the platform is changing dramatically. It’s becoming a much more personal and content focussed social network. In my opinion, this is only the start of some great things to come.

Let’s get straight to the tips:

3 Ways to Generate More Engagement and Sales on LinkedIn

1-  Change Your Headline

This is possibly the most important advice I can give you. Your profile needs to be optimised for your target buyer persona. Think, what do they want to see?

If you’re still using your LinkedIn profile like an online CV then you need to take a long hard look in the mirror, my friend.

Change your headline. Make it something memorable that clearly explains to anyone how you can add value to them. Give them a reason to click through to your profile.

If you look at the headline on my profile you’ll notice that it’s short and straight to the point, it explains the value that I can offer someone immediately. Our tool at Leadfeeder helps companies uncover B2B sales leads so I decided to go with something that clearly communicates this. I also added a money bag emoji at the end. There’s nothing technical here at all, I just think it’s cool and it spices up my profile a little. Anything I can do to stand out then I’ll do it.

2 – Fix your bio/summary section.

This section on your profile is so powerful. It’s your chance to explain to anyone who is researching you or your service exactly how you can add value to their lives. Rather than using this section as an ‘About Me’ you need to use this to explain how you can solve the typical problems your customer is facing and why they should speak to you.

If you look at my summary section, then you’ll see that I start with making it all about how I can add value to anyone viewing my profile. It gets straight to the point and briefly explains how I can help. Think of it as an extension of my headline.

I recommend using this section to generate some intrigue and interest, which will generate more engagement and sales on LinkedIn. You want this section to be driving people to either visit a landing page on your website or connect with you and ask you some questions.

After I have all this covered, I then go into talking about myself and sharing my story.

3 – Post a short form LinkedIn update every day

You need to be consistently posting updates on your LinkedIn page. They need to be updates that are going to cause conversation, raise controversial opinions, help people in your industry etc.

There has been a recent shift in the way people are using LinkedIn. I’m sure you’ve noticed a lot more content creators appearing on your feed right? You’re probably wondering why this is happening.

I can tell you that over the last 2 months I have increased the number of inbound leads coming to my profile by over 10,000% without spending a penny. This is mainly down to posting engaging content as short form LinkedIn updates.

Don’t worry, it’s not as scary as it sounds, anyone can create content. I promise you.

There are so many options but, most importantly, your content has to have a focus on PROVIDING VALUE. That’s the best way to generate more engagement and sales on LinkedIn profile. 

Trust me, if you do this you will start to see a massive uplift in the number of people coming to your profile and also the number of people connecting with you and asking questions about your product/service. Especially if you have already followed step one and optimised your profile.

3 tools to help you find content

One of the questions I hear frequently when talking to people about social media is how can I find relevant content to share on my social channels without spending loads of time searching for it.

I get it. I’m a salesperson myself. The last thing you want to do is waste time.

I’m going to share 3 tools with you that will save you hours… You can thank me later.

1 – Right Relevance

Right Relevance is an awesome tool. It’s a discovery platform that helps you find trending pieces of content as well as influencers and conversations. They cover over 40,000 different topics so whatever your interest, you’ll be able to find something great to share here.

Best of all right relevance is a free tool, they have their own standalone app or if you’re a Hootsuite user they have a plugin for the Hootsuite Dashboard.

2 – Buzzsumo

Buzzsumo is a pretty well known and popular tool within the marketing world. It’s fairly similar to Right Relevance but with way more functionality. Buzzsumo is great for finding out what content is trending but it’s also extremely powerful for things like competitor analysis and it’s great to use when planning out blog posts or other content.

Buzzsumo is a paid tool but they do also have a free version but this has limited functionality.

3 – Upcontent

Upcontent is another awesome content discovery platform that I like to use. They originally launched as a Hootsuite integration in 2015 but they now also have their own standalone application.

Upcontent are passionate about helping people discover high quality content. Their algorithm crawls the web and pulls news articles and blog posts and sorts them by things like social influence and recency so you’re always reading the best, most up-to-date content from industry thought leaders.

Like the other tools I mention above, Upcontent has a free version and a paid version of their tool.