You're facing objections from leads on social media. How do you keep them engaged with your offerings?

Social Selling is turning obstacles into opportunities. When you address objections with empathy, clarity, and storytelling, you are not only overcoming hurdles, you are building trust and credibility. Platforms such as LinkedIn, offer a chance to engage with hesitant leads in a personalized, human way. Share insights, customer success stories, and transparent information, and you'll create a sense of connection and rapport that helps leads feel comfortable and confident in their decision-making process. Social Selling is about real conversations, not only conversions. Focus on the former, then driving the latter becomes easy. Lean into objections, and use them as a chance to showcase your value and build lasting relationships.

It's essential to pinpoint the stage and underlying reason for the objection. Propose a call to dive deeper into their concerns and continue the conversation, demonstrating your commitment to addressing their needs and reinforcing the value of your offering.

Social selling is a term that is wildly overused. Public responses to objections from social media commenters on you or your brand's content provide an opportunity to educate those engaging with the content. In a normal sales setting when you receive an objection - you would clarify what they mean, talk about it, and then help them make the best decision for them, not you. When it comes in the form of a public comment, the thing I prefer to do here is to thank the commenter for engaging, while instructing them to check out a cohesive, longer-form response/article/explanation/video on the matter at hand. It's not perfect, but hand fighting in the comments section of your own posts is not advisable in my opinion.

If you’re getting frequent, consistent objections, it’s probably a sign there’s something wrong with your offer. That’s not something you can fix with social selling. Go back to basics, tweak your offer, then go back out and talk about it online.

No isn't always a hard no. Sometimes it's a no for now. Sometimes it's a no until next quarter or next year. And sometimes no means no, immediately. The ability to tell the difference between different "no" responses is what sets you apart as a skilled social salesperson. It never hurts to ask for the why behind a no. If the prospect isn't willing to share you may need to ask careful follow-up questions or see if you can find another decision-maker within the company to gain the answers you require. If it is a hard no, end the conversation gracefully and don't press. Keep your eye on the company's growth for several months, see if new contacts appear, and try again if the opportunity presents itself.