We have all heard about the need to be “social selling,” and yet those two words used wrong have caused a lot of salespeople to go hungry.

We can’t just say we’re going to use social media to prospect and think the world is going to be wonderful.  Social media is ONE of the prospecting tools. It’s not the only one you need to use.

In my book, High-Profit Prospecting, I devote several chapters to the issue of social media and how to use it properly.  First thing you need to do is develop a strategy and plan that will generate an ROI. You can’t eat clicks, likes and fans.

In the chapter “The Value and Pitfalls of Social Media,” I list a number of questions and provide guidance to each.  Below are the questions and I’ll let you refer to the book to gain the full background on each one.

Why do I want to use social media sites?
What does my personal profile currently say about me on social media?
What is my company’s policy regarding social media? What can I do?
What resources are already available to me from my own website or my company’s website that I can leverage?
What is the timeline I’m working under for building my presence on social media?
What is my plan for getting leads and how will I respond to them?
What sites are my prospects and customers most likely using?
How much effort is it going to take to create a strong enough presence on the site?
What are the tools I can use to help me automate my social media work?
Do I have a way to accurately measure the return on investment from my social media efforts?
What legal parameters do I need to consider due to the profession or industry I’m in?
Is there a better use of my time?

How is social media used currently in my industry?

Invest in yourself by finding the answers to these questions in my book High-Profit Prospecting!  You will be glad you did!

High Profit Prospecting
Copyright 2016, Mark Hunter “The Sales Hunter.” Sales Motivation Blog. Mark Hunter is the author of High-Profit Selling: Win the Sale Without Compromising on Price and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
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