Client Prospecting with Social Media

Selling through social media

Social media is a great tool for finding new clients.

Potential clients are there, looking for the products and services you offer, so it’s the perfect place to connect.

But it’s not just a matter of creating a profile and having new clients flock to you.

You have to be proactive.

You still need to go out there and find them.

Here are some of my favourite strategies for using social media to find and secure new clients.

Meet Your New Clients Where They Are

There are many social media platforms out there, but only some are appropriate for finding new clients.

Create a target profile for your ideal client.

Then find out which social media platforms your ideal client is using to find goods and services.

Facebook, Twitter, and Instagram are very popular with a wide range of users.

LinkedIn is a professional B2B networking site, so it’s a great place to look for clients.

If you’re not sure, sign up for all and drop the ones that don’t bring results.

Social media platforms come and go, and so do the trends in their use.

Keep your eyes open for new gathering places of your ideal client.

For example, in the last 12 months Clubhouse has become extremely popular for certain groups.

Discord channels are also growing gathering points for those with specific interests.

Make a point to review your social media strategy every 6 months.

Communicate Your Natural Strengths at a Glance

On each platform you plan to use, create a profile relevant to the work you do.

At a glance, a person who doesn’t know you should be able to easily understand what you do.

Emphasise your natural strengths and the unique value you offer. (For more information, see my last article on this subject).

Make your profile visually appealing.

You want to grab people’s attention, but don’t include anything off brand.

For example, if you are selling legal services, a photo of you partying at Las Vegas will be a bad fit.

Search with Hashtags

There are people on each site looking for the services you offer.

The best way to search for these individuals is to use hashtags.

Hashtags are search keywords for social media.

Use words and phrases related to your industry and product.

Do some research to find hashtags a potential client might use when searching for you.

Also, use hashtags when you post content so your posts will appear in searches.

Use a hashtag generator tool like HashtagsForLikes or Freshkey to find the best hashtags to use.

Become a Regular Social Media User

Spend time each day posting, replying, searching, and interacting with the connections you make.

Focus on posting content that helps people solve their problems.

Show your expertise by actually helping people and they are more likely to trust you when you want to sell them something.

Content should mostly be informational and not promotional.

Focus on building relationships.

If people like the information you share, they’ll check you out to see if you’re offering what they need.

Point Users to Your Other Content

A great way to strike a balance between informational and promotional is to use social media to point to your other content.

For example, when you publish a new piece on your blog, tell your social media followers about it and provide a link.

This will drive traffic off social media to your other content and you can gain followers there as well.

Reach Out to Engaged Prospects

Once you have become familiar by posting content and interacting with people on social media, you can reach out to potential clients and give them a pitch telling them what you do.

Emphasise the unique benefits you offer.

The person might have an immediate need for what you are offering, but at least you’ll start a relationship with them.

Free Guides to Selling on Social Media

For more information on the use of social media for prospecting, check out our free guides How to Create a Killer LinkedIn Profile and 5 Secrets to Building an Engaged Facebook Group

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Written by 

Co-Founder & CEO of Link Management Group. An Investor & Coach to Small Business Owners, for the past 30 years I have helped startup and early-stage businesses to enter new markets and achieve sustainable growth of both revenue and profits. I have experience across a diverse range of sectors including central government, information services, software, health insurance, pet products, couture fashion, entertainment and aviation.  How can I help your organisation accelerate growth and achieve its full potential? 

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