That’s what author and digital marketing specialist Jeff Molander seems to think. In fact, it’s the topic of an article he wrote recently in Target Marketing magazine titled “What Game Changer? Moving past the Social Media Revolution that Never Was.”
As can be seen in the diagram at right, the Gartner “Hype Cycle” model begins with a technology trigger that generates a groundswell of interest and expectations, which is then followed by a crash when the early expectations fail to pan out.
Things do move forward again – much more slowly – as the sober reflection on early disappointments helps temper expectations to more realistic levels, characterized by Gartner as a “plateau of productivity.”
It is Mr. Molander’s contention that the characterization of social media as a “game-changing” phenomenon has been so overstated and sensationalized, most companies today are probably working against their own best interests in how they’re dealing with it. Which is to say, not using it properly as a selling tool.
Here’s how Mr. Molander puts it: “The difference between fooling around with social media and selling with it relies on the use of time-tested direct response practices – not new tools and techniques.”
Those basic practices include:
- Solving customers’ problems
- Provoke customer responses that connect to the sales funnel
- Discovering customers’ needs as they evolve … then using this knowledge to improve the response rate
The companies that are successful in selling goods and services via social media are promoting interactions in ways that answer questions and solve problems.
Of course, there is absolutely nothing new or novel about this: “Solving customer challenges” has always been an effective way to cultivate AIDA (awareness, interest, desire and action).
It also continues to be the best way to move customers toward making a purchase.
What social media can do is make the process easier to accomplish, due to social’s interactive nature. Approached in the proper way – and done with regularity – facilitating digital Q&A interactions will help leverage and drive sales.
I think Mr. Molander’s point of view is correct. Using social media as a platform for sales isn’t about some kind of “secret formula” for content creation or figuring out the ideal time to publish a Twitter tweet or blog post. It’s about using the “new” platforms to facilitate “old” sales concepts.
You know – the ones that work.