There is no doubt that the digital world has made some changes to the selling process. There will always be credence in the old belief that a salesperson should be focused on the ABCs of sales: Always Be Closing. However, the old school techniques need a modern twist to help them become effective selling tools across social media channels.
User-generated content helps show the value other customers see in your brand. As well, paying close attention to what is being said in your feeds provides ample opportunity to answer questions and learn more about customer pain points.
By looking at some traditional closing techniques, you can find creative ways to incorporate these methods into your social media channels. Here are six social selling techniques that will help bring you into the modern digital landscape.
6. The Value Close
The value close is slightly different from the match-game technique. It stresses an overview of the benefits of your product. It takes a more direct approach, using a question that tries to get the prospect to admit that you are providing value with your product.
It works because it allows you to have the prospect buy into what you’re selling, enabling you to carry the conversation toward a closed sale. They agree with what you are selling, but the tactic avoids a hard-sell approach.
You give the customer a chance to see on their own that you are right to be selling to them as they are the perfect customer. They acknowledge your product or service is right for them, which helps a person lead themselves down the path to purchase.
5. The Match-Game Close
Providing solutions to pain points is very important to overcoming objections and coming closer to a sale. The match game then becomes one of the most powerful tools in your closing arsenal. If you are doing your job well, you are noting every objection or pain point that comes up. This allows you to compose counters to each issue and then wind up for the match-game close. For every pain point or objection, match it with how your product or service helps resolve or overcome their issues. Not only does it help them see you’ve got everything they need, but it is also a very positive way to get the results you want.
It comes across as helpful more so than aggressive and ties in well with a summary close as well. It also brings a nice rounded end to a meeting or conversation that is conclusive without leaving you or the prospect hanging.\
4. The Assumptive Close
Assuming you’ve got this sale already can help close on pure confidence and positive thinking. Sounds a bit out there, but it can work. In the usual sales forum, you are monitoring a prospect, trying to gauge their interest, and assessing how engaged they seem or if they might object to your sales pitch. You can counter with follow-up calls or emails, probing further to get a better feel for what they are thinking.
It is effective because you remain engaged and are helping them meet their needs. This confidence gives you a bit more authority to work with, which helps direct prospects towards the close.
3. The Question Close
Asking questions is the best way to discover why your customer needs your product or service. Questions allow you to hear their desires while also giving you an opportunity to develop answers to their potential objections. Questions also help you get an answer on how well you are doing.
Once you present a fact about your product that you feel will address some of their problems, you can ask, “Does that help with the issue?” The reason questions work is that if they say yes, more power to you and you can head towards the close. If they answer no, you can ask why and help move towards solving more of their issues.
2. The Summary Close
Repeating all the things a customer will receive when making their purchase helps to establish value and highlight benefits. You can outline everything available and tie it into pain points you’ve learned throughout your conversations. This one works because you are stressing all of the things they will receive and helping them see it is a deal like no other. It can also work as a checklist, and you can finalize with a “So that’s everything, when would you like us to deliver it?” question to seal the deal.
1. The Now-or-Never Close
Making people see that they have to act now is an old trick, not just for salespeople, but for all types of ads. It’s the same thing used on shopping channels and can even be seen on many online shopping sites. Creating a sense of urgency makes people worry that they will miss out if they don’t act now. It’s the “limited time offer” or “only 15 items left” or even a “free delivery and a set of Ginsu knives” ploy.
The Social Media Twist
This can work well on social media because it can create a feeling of FOMO (Fear Of Missing Out). By adding this type of offer into your feed, you can create that sense of urgency while also getting those who participate to add to the frenzy with comments and likes. Add this offer after a positive comment or in your answer to a question. With social media, blatant sales rarely work, so you have to get creative and pay attention to what’s going on in your feed to find opportunities to use this approach.