Home   News   Article

Bury St Edmunds expert Kim Morrison says selling on social media needs finesse

Selling on social media takes a certain finesse. No-one who is on social media is there to buy. They are there to read stupid things, socialise with friends, communicate with family, and look at pictures of babies and animals. However, that doesn’t mean you can’t sell there. You just have to go about it softly.

It’s a Conversation

Remember that social media is all about conversing with others. You don’t want to preach to people or lecture them on social media. Remember, a conversation is two way communication with the salesperson letting the buyer lead the way.

Kim Morrison(14024200)
Kim Morrison(14024200)

Get Emotional & Build Relationships

Soft selling appeals to emotions more than hard selling does. It’s all about building relationships, sharing your own emotions, and writing something (or making a video or audio) that gets the audience thinking and being more emotional.

Be More Personal

On social media, being an anonymous person isn’t going to work anymore. You must be who you are, even if you have an overall brand that you want to promote. You and other members of your team need to be free to be more personal if the behaviour is “on brand.”

Offer Value & Focus on Benefits

When you offer value to your audience, that doesn’t mean you’re begging them to buy from you. Instead, it means that you put that aside and focus on giving them the information that appeals to them where they are. If, for example, your audience is busy mums and your business is helping people get organised, you might share pictures of well-organised homes or post ideas of what to do in the Summer holidays. Sharing benefits that help your audience is key to building your following.

Listen & Engage

Social media is also a place where you must listen so that you can engage appropriately. People on social media will not respond to your one drive-by post in a group or on a page, no matter how well written or long it is. Instead, they want to get to know you and you to get to know them. On social media, this is important for all types of products and services.

Encourage User-Generated Content

When you build groups or pages on social media, getting more content added via comments to your posts will build trust so that when you do post a link to something you want to sell, they’ll pay attention without you having to shove it down their throat. Having your customers share their testimonials and case studies about the service or product you offer is a winning way to use the soft selling approach.

Respond to Questions

Once you start posting engaging information on your social platforms, expect to get messages with questions. Once you start getting questions, that’s when you can share the link to your sales page which, of course, is more direct.

Post Research Information

Another soft sell approach is to share research with the audience that leads them to realise they need the thing you’re selling. For example, the insurance industry is famous for this approach by posting stats about dangers.

When you use soft selling techniques, no matter whether it’s on social media or elsewhere, it’s important to recognise that you need to understand your audience and what they care about to properly engage them. Over time, many salespeople claim that soft selling generates just as much revenue as hard selling.



Facebook Tests 'Suggested Moderators' to Help with Group Administration: Facebook is testing out another option to increase group usage, suggesting moderators to help manage your communities.

Facebook Updates News Feed Algorithm to Demote Misleading Health Claims: Facebook has made another step towards lessening the reach of misleading and false health claims on its platform.

Facebook Clarifies Terms of Service Wording Around IP Rights and Data Usage: Facebook has updated its terms of service to better clarify how your personal data is used, and what your ownership rights are in regards to uploaded content.


Google's Invitation-Only Test for a New Social Networking Tool: Less than a year after shuttering Google+ due to low usage, the tech giant is piloting an app that connects people in real life based on their interests.


Instagram Rolls Out Chat Stickers for Stories: Instagram Stories’ new Chat sticker lets you ask your followers to join a new group chat. Instagram is positioning it as a solution for people who want to have a big group conversation about something or to make plans.

Instagram Stories Camera Stores Content Up to 7 Days: Instagram is rolling out a small but significant tweak that gives you more time to use the photos or videos that you capture with the Stories camera.

Instagram Opens Ad Placements in Explore: Instagram announced plans to slowly introduce ads in its Explore feed within the next few months. The first Explore ads, which are for IGTV, are live now.

Instagram Adds New Anti-Bullying Measures, Including Comment Warnings and User Restrictions: Instagram is adding some new measures to help stamp out on-platform bullying, including new automated comment warnings and the capacity to restrict selected users.

Instagram Launches 'Join Chat' Sticker to Promote Private Group Discussion: Instagram has officially announced the launch of its new 'Join Chat' sticker for Stories.


LinkedIn Upgrades Campaign Manager With 3 New Objectives: LinkedIn recently announced three new ad objectives as options in Campaign Manager: brand awareness, website conversions and job applicants.


Pinterest Debuts Fresh Video Tools for Brands: L'Oréal, Giada De Laurentiis' Giadzy, Tastemade and PureWow are among the brands using video on Pinterest.


Snapchat's Testing a New, Dedicated Tab for its Exclusive Snap Shows: Snapchat is looking to boost viewership of its exclusive Snap Shows, with a new tab dedicated specifically to its owned content.


Twitter Announces Full Rollout of the Platform's New Desktop Experience: After months of testing, Twitter is now rolling out its updated desktop design to all users.

Twitter Launches "Twitter ArtHouse": "ArtHouse" offers digital strategy, video creation and editing, influencer and artist management and event livestreaming.


YouTube Amplifies Monetization Options for Creators: At VidCon, the platform touted that its Super Chats feature generates more than $400 in revenue per minute for some streams.

More by this author

This site uses cookies. By continuing to browse the site you are agreeing to our use of cookies - Learn More