Social Media is a valuable resource to listen for sales opportunities. When you spend the time and effort to build your online community, conversations arise that bear fruit. Social allows you a glimpse at where each fan/follower is in their sales process. From the very top of the sales funnel (not necessarily interested in buying) to the bottom (ready to buy this weekend), you are privy to each person’s needs and wants.
Here’s how mastering Social Media can help you facilitate the sale from top to bottom:
• Before the Sale
This is where Social content marketing is vital. Ask yourself, “Who is my customer?” Once you know what they’re interested in, once you’ve defined where they live, what they like and how they buy, you write and publish content relevant to them.
• During the Sale
Take the time to find out which Social platforms the customers are on and ask them to become part of your network. Video testimonials are awesome, give great Social proof to others, and can be recorded right there in the moment with a smartphone. re they a repeat customer? Ask them what it was that brought them back. Are they new? Ask them why they chose your store. Social Media allows dealerships to interact with more people on a broader basis more regularly. Use Social Media to communicate everything that’s great about the purchase process.
• After the Sale
The period directly after a purchase is the best time to get your customer talking about it on Social Media. Online ratings sites give them a megaphone to speak from. People spend huge sums of money on their vehicles so why not help them acknowledge what they’re spending so they can appreciate it even more! Social gives your customer a way to tell others why they bought from you and what’s great about the car. Help them recognize and respond to the experience they just had by providing the platform for them to speak.
And what better way to “stay in touch” than on Social Media! Anywhere in the sales process, if you can stay connected, you increase your chances of top of mind awareness. The more they hear from you, the less prompting they’ll need when it’s time to consider a purchase.
to read the entire article by Kathi Kruse, Automotive Social Media Expert, Blogger, Author, Speaker and Founder of Kruse Control Inc. Reach out to Kathi via her or by calling 714–251-6440.