Some people might still think social selling is a fad, but the numbers don’t lie: Those who incorporate social media into their strategy reach their quota 66% more often than their peers. Plus, companies with social sellers enjoy a 22.2% increase in revenue. Not too shabby.
But committing to using social media is easier said than done. Many reps don’t know how to interact with their prospects on LinkedIn, Twitter, Facebook and other networks -- after all, it’s nothing like messaging your friends or responding to family members.
Fortunately, you don’t need to start from scratch. These 30 customizable conversation starters make crafting the perfect question, comment, or post simple. All you need to do is copy and paste, add some key details, and press enter. Let’s hope your quota is ready to be crushed.
2 Simple Rules to Supercharge Your Social Selling
Although engaging with your prospect can be highly effective, it won’t work if the prospect doesn’t remember or enjoy the interaction. With that in mind, here are a couple best practices that’ll make your comments both memorable and engaging.
First, you should use your prospect’s name and tag them in your comment or post, like so:
Incorporating their name makes your comment feel more specific and personal, while tagging them guarantees they’ll see it. Depending on whether you’re sharing or commenting on the prospect’s content, they may already get a notification -- however, as you probably know, it’s easy to let individual notifications pile up and go unread. People usually prioritize the ones indicating they’ve been tagged.
You’ll also want to distinguish between things your prospects have written and things they’ve shared. Let’s say you’re tweeting a link to a prospect’s blog post. You could write “courtesy of @prospect,” “post by @prospect,” “@prospect shares tips on … ” and so on. However, if you’re tweeting an article they shared -- but didn’t write -- you’d use “via @prospect,” or “h/t @prospect” (h/t stands for “hat tip”).
Most importantly, make sure all of your comments or shares provide value -- whether that’s by furthering the discussion, adding relevant information, sharing your perspective, or all of the above. Anyone with a keyboard can write, “Awesome post.” If you want to stand out, you’ll have to go further. (And that’s what the samples below are for!)
30 Social Selling Post Ideas to Get Buyers Talking
Use Questions to Start Conversations
Posing a thoughtful question is a great way to engage your prospect. And a question is especially useful if the person shared someone else’s post (rather than writing it herself), since it gives her an opportunity to demonstrate her own expertise.
- “Fantastic insights, [name]. What advice would you give for someone in [X situation]?”
- “I love what you said about [specific point] -- so true, even though most people think [different opinion]. Which experiences led you to that conclusion?”
- “[Name], this was a great read. Have you seen the latest news on [topic]? What’s your take?”
- “I’ve never considered [idea] from that angle. Do you think it still holds true [under X circumstances]?”
- “I’ve read a couple other posts on this topic, but yours was the most [convincing, thought-provoking, well-researched, well-argued] by far. What do you believe [topic] will look like in five years?”
- “Thanks for sharing this, [name]. Which of these points particularly resonate with you as a [job title]?”
- “Wow, great read -- thank you for finding and sharing. Do you agree with the author’s point about [X], in light of [potentially contradictory information]?”
- “My favorite takeaway from this article was [X]. Would you say this is a fairly popular view in the industry?”
- “I thought this post was fascinating -- I’d love to learn more about [topic]. Would you be willing to share any book or podcast recommendations?”
- “I’ve never heard of doing [X] before; definitely will have to try that out. How’d you come up with the idea?” (Or if it’s not their post: "Have you personally tried that idea?”)
Use Comments to Forge Relationships
Giving the prospect some praise will make them feel good -- which, in turn, will make them like you more. But of course, this strategy only works if you’re being genuine, so don’t compliment something you don’t truly appreciate.
- “Well-said, [name]. I especially liked your point on [topic] -- in my experience … ”
- “Yes! This article should be required reading for people in [role, industry, position]. Just forwarded it to a couple friends.”
- “Spot-on analysis of [subject]. Your explanation of [X], in particular, was fascinating. I’d be eager to read a follow-up post on [X] alone.”
- “Thanks for pointing out why we shouldn’t do [X]. I’m definitely guilty of doing that in the past -- to stop, I adopted [strategy].”
- “Haven’t read anything this accurate in a while, [name], awesome job. To add to this, I’ve found [related idea].”
- “You’ve nailed it. I’m especially intrigued by your observation that … "
- “This is a valuable [post/round-up/list]. If you ever write a part two, you might consider adding [idea]. I’ve discovered [explanation of idea].”
- “Powerful tips. I’m intrigued by [number X] -- looking forward to implementing it in [Y way]. Suggestions welcome!”
- “As a [job title], these insights really resonate with me. I’d also tell professionals in [your field] to [related piece of advice]. Thanks again for the well-written post, [name].”
- “This makes a lot of sense, [name]. I’ve also found that ... ”
Use Shares to Boost Egos
Everyone wants more views, so sharing your prospect’s post (or share) will almost certainly score you some points.
- “Looking for advice on [subject]? @prospect, expert in X, has your back: [link].”
- “Are you up-to-date on [topic]? Check out @prospect’s comprehensive article: [link].”
- “@prospect’s latest post on [topic] is definitely worth your time. [Link]”
- “Impressed with the solid insights in this post on [topic] from @prospect. [Link]”
- “[Short quote from post] - @prospect. [Link]”
- “Every professional in [role, industry] should read @prospect’s post on [X]. [Link]”
- “Bookmark this article on [topic] from @prospect immediately: [link]”
- “Not sure how to navigate the [industry] landscape? Start with @prospect’s post on [topic]: [link]”
- “Begin your [day] with @prospect’s fantastic primer on [topic]: [link]”
- “Don’t make up your mind on [topic] until you’ve read @prospect’s take: [link]”
If you add your own sample questions, comments, or posts below, we’ll give you some ideas on how to make them even better.
Originally published Jun 27, 2016 7:30:00 AM, updated February 01 2017