USING SOCIAL MEDIA TO INCREASE SALES
etc.—but always remember to use
Why use social media? Do customers really trust quotation marks around keyword
Selling is different these days. The era of
the door-to-door salesman is over. The era
social media? phrases (more than one word), like
Absolutely. You already know that word-of- “Ashley Furniture.”
of complete control over your message is
mouth communication is one of the most • Search for keywords and phrases in
gone. Communication channels like radio,
powerful marketing tools. Customers Twitter at http://search.twitter.com.
TV and print ads were one-way—
naturally trust friends’ opinions. According Continue to use quotation marks
organizations had complete control over
to a recent Nielsen study, 90% trust around keyword phrases, and also try
recommendations from people they know. searching keywords with hashtags, like
Today, anyone can have a
What’s changed? 70% trust consumer • Control your brand presence by
communications channel. It’s as easy as
opinions posted online. In other words, securing your name in social media.
creating a Facebook page, Twitter account,
they trust strangers’ comments on the web. You can do this by registering
blog or website. Even comments on others’
And they trust them more than editorial individual accounts in social media
websites affect sales, because they’re
content, newspaper ads, magazines, networks, or by using a third-party
searchable. People are now use the
emails, TV ads, billboards, radio and brand service like KnowEm,
Internet to connect with each other, sharing
websites. It’s critical to be aware of what’s http://knowem.com, to check brand
ideas, reviews, tips, pictures and more. In
being said about your brand—and, when name availability and register your
this new era of digital sales, you can’t have
possible, to join or lead the conversation. name on multiple websites at once.
complete control over the message…but
Even if you don’t use social media
you can join—and lead—the conversation.
now, it’s important to secure your
How do I get started? brand name so you can in the future.
Find out what’s being said about you and
what your peers and target audiences are General Social Media
doing. Don’t join Facebook just to join it—
do a little research, get to know your target
Doʼs and Donʼts
Remember, above all else, social media is
audiences, and decide how you’ll use it
about listening to and engaging your target
first. It’s critical to have a social media audiences, not overtly selling. Focus on
strategy in place before diving in. customer interaction. Repeat visits and
sales will follow.
A few places to start:
• Sign up for Google Alerts at Each social media platform has its own
www.google.com/alerts. You can send tips, tricks, do’s and don’ts, but there are
these to your email or a reader. Add some things that apply across the board.
keywords related to your company,
manufacturers, competitors, products,
MediaSauce® | 811 W Main St | Suite 200 | Carmel, IN | 46032 | 317.218.0500 www.mediasauce.com 1
USING SOCIAL MEDIA TO INCREASE SALES
• Be authentic and human. It’s okay to • Trash talk. That means about your
be personal, humorous and fun. friends, customers and competitors.
Corporate cogs aren’t interesting; “real” Just because people can’t see you in
people are. Social media is about person doesn’t mean it doesn’t affect
return on engagement—it’s about your—and your company’s—
connecting with people and building reputation. If you’re having a bad day,
opportunities through conversations. it is wise to step away from the
• Post a profile picture. It’s important to keyboard. Your comments, tweets and
put a face to the name. Using images conversations online are often public.
or skipping the picture altogether And even if they’re not, most can easily
doesn’t help others connect with you. be made public. Be careful not to slam
And social media is all about others online. What you do online,
connecting. even outside of work hours, reflects on
• Consider your profile as a long-term your reputation and organization.
investment. It’s okay to listen first, to • Be a social climber. Don’t just
test the social media waters with a few connect with celebrities and “important”
comments and contributions here and people, and don’t compete for the most
there until you feel comfortable. followers/friends/connections. Aim for
There’s no need to rush. Your true quality, not quantity. Build your social Who is MediaSauce?
profile isn’t built from one post. It’s just media networks one person at a time.
Treat each person as an individual. MediaSauce is a leader in Internet
like building a reputation offline. It
They are your customers, after all. strategy, web development and interactive
• Overtly sell. Social media: it’s about solutions, helping companies and
• Try out different networks. Social
nonprofits build lasting connections to drive
media networks are not one-size-fits- connecting. That means not hitting
their revenues in this Interconnected Age.
all. Each has its advantages and others over the head with a sales pitch.
disadvantages. It’s perfectly okay not You love your company and products.
And you want others to love it too. We meld business, technology and
to participate on Facebook or Twitter if
storytelling; bringing a unique mix of talent
your customers aren’t there. Consider Dominating conversations with sales
under one roof.
which suit you and your customers pitches instead of listening and
best. responding makes you hard to love.
MediaSauce’s strategic consulting services
• Be Yourself, Be Real. Who are you Share your enthusiasm, but don’t let it
provide clients a plan outlining strategies,
offline? Try to clearly communicate the affect your listening skills.
tactics, timelines and metrics to accelerate
same personality online. Just because
their business using digital and social
you’re behind a computer doesn’t
media. Our award-winning creative work
mean your personality should change.
has frequently garnered recognition for
Customers will find it confusing,
effective application of design to solve
especially when your persona is
business problems and build brands.
different on each social network.
Consistency and authenticity are key.
MediaSauce® | 811 W Main St | Suite 200 | Carmel, IN | 46032 | 317.218.0500 www.mediasauce.com 2