15 minute Sales Prep - Social Media Hacks: A Practical Guide
- Sarah Socha
- May 12
- 2 min read
In today’s hyper-competitive marketplace, getting your foot in the door is often tougher than delivering your solution. While impeccable products and services are table stakes, the human connection remains the ultimate differentiator. Social media lets you fast-track rapport, demonstrate expertise, and gather insights that used to take years to build.
Why Social Media Matters in Sales
People Buy from People: Authenticity and relatability drive trust.
Speed to Insight: Profiles, posts, and videos reveal interests, communication style, and recent wins—so you can speak your prospect’s language from day one.
Relationship Depth: Sharing personal touches (birthdays, hobbies, favourite teams) transforms transactional calls into long-term partnerships.
Platform Playbook
Platform | What to Look For | How to Leverage It |
Promotions, tenure, mutual connections, recent company news | Open conversations around shared networks and expertise. | |
Bio clues (hobbies, passions), tweet tone | Break the ice with fun, relevant rapport builders. | |
Personal interests, community groups (when publicly visible) | Tread lightly—use only if genuinely relevant. | |
YouTube | Conference talks, interviews | Prep by “meeting” them virtually before first call. |
Personality, humour, lifestyle visuals | Mirror their style briefly to bond on common ground. |
Tip: If a profile is private, respect that boundary—it’s a built-in filter for what prospects want shared.
Personalise Beyond Branded Swag
Rather than sending the same corporate gift, consider:
Experience Gifts: Event or match tickets based on their interests.
Customised Activities: Golf day, cooking class, or charity run.
Thoughtful Gestures: A book by their favourite author or a donation to their cause.
Meeting Prep: Your Generic “Sales Crib Sheet”
For every booked meeting, spend at least 30 minutes gathering and distilling insights into your CRM. Here’s a template of questions to answer before you dial in:
Attendee Profiles
Who’s joining? What are their roles and backgrounds?
How do they connect to each other (and to you)?
Company Context
What’s their latest news or product launch?
Who are their top competitors—and how do they differentiate?
Recent Coverage & Scoops
Any notable articles or press mentions?
What’s the key takeaway or angle?
Social Footprint
LinkedIn: Mutual connections, shared groups, recent posts.
Twitter & Instagram: Personal interests—pets, sports, lifestyle.
YouTube: Conference speeches or interviews to “meet” them early.
Marketing & Advertising
Are there recent campaigns (digital, out-of-home, regional)?
Who are their agency partners?
Market & Channels
Which segments or regions are they targeting?
What vendor relationships or resellers do they prioritise?
Product & Portfolio
What are their best-selling products or services?
Any gaps or areas where your offering adds fresh value?
Relationship Catalysts
What personal tidbits can you genuinely reference?
How can you tailor your outreach to resonate emotionally?
From Research to Results
By making this prep routine—and converting your findings into open-ended questions—you’ll:
Spark richer dialogue
Uncover hidden needs
Position yourself as a trusted advisor, not just another vendor
Example Question:“I noticed you recently spoke at [Conference X] about sustainability—how has that priority shaped your roadmap this quarter?”
Conclusion
Social media is more than a prospecting tool; it’s a relationship accelerator. Pair platform insights with a disciplined meeting-prep routine, and you’ll transform cold calls into warm conversations—faster and more authentically than ever before.
Ready to dive deeper? Start using these generic questions today and watch your sales conversations come alive.
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