TikTok can be a valuable addition to your sales efforts. Not only can this social media powerhouse help you drive more sales, but it can help you engage and bond with your target audience. The U.S. has the largest audience of TikTok users, with 113 million monthly unique users. The average user spends 95 minutes per day on the app.
Wondering how your business can make the most of this platform? David Morneau, the co-founder and CEO of inBeat, says TikTok is like any other marketing channel. You can be successful when you set the right goals and adapt them to your audience.
In this issue of PromoPro Daily, we share his top tips for using TikTok for B2B sales.
1. Make your content fun — not pushy. Content is key for convincing B2B buyers, who go through an average of 13 content pieces before picking their partners, Morneau says. He adds that 84% of TikTok users tap into the platform to learn something new. How can you educate your target audience in a way that differentiates you from other businesses? You can have fun with it while establishing your expertise.
2. Connect more personally with people. TikTok is a great place to practice social selling. Morneau says the channel helps you connect more authentically with users and reach them early in the sales funnel. To build trust with prospects, he recommends showing your human side and creating videos that aren’t overly salesy. If you drive people toward your offerings too early, you can push them away. Always aim to build relationships before outright selling.
3. Mix up your messaging. Maybe you create how-to videos or fun quizzes to build connections with your audience. Or, you might try creating some in-depth clips. Get creative and try new things. Pay attention to what resonates with your audience and then create similar content.
4. Create a larger prospect base. Morneau points out that people are increasingly using TikTok for product discovery and as a search engine. This means sales professionals can use the platform to build brand awareness and to show that they are the best solution for buyers. He recommends associating your brand with an already-popular trend or challenge or creating your own trend or challenge.
5. Increase your expertise and credibility. There are several ways to do this, including creating behind-the-scenes or how-to videos. The problem is, Morneau says, that these TikTok videos may seem like you’re tooting your own horn. One way around this is to examine your database of current and former clients. Is there someone who could speak positively on your behalf? This allows prospects to see how other businesses have worked with you.
6. Encourage more business. Morneau says you can use a variety of tactics to do this, from sharing new product announcements to asking for customer feedback. Your B2B customers are curious to see how you use the platform, so get creative and post regularly to keep them coming back.
TikTok can help boost your company’s digital presence and significantly impact your future growth potential. Tap into the power of this platform by following the best practices above.
Compiled by Audrey Sellers
Source: David Morneau is the co-founder and CEO of inBeat, a hybrid micro-influencer marketing agency that helps brands scale their marketing efforts.