Do you ever take the time to read through sales people’s social media posts? What about the words social media make sales people or insurance agents nonsocial? I have a lot of friends and agents that post the most nonsocial things on Facebook, Twitter and LinkedIn. Some actually stop because they say it is a waste of time because it doesn’t work. Really, I say good riddance. If you don’t take the time to learn some basic points, I agree you should move on.

Here are some basic facts about your business posts on social media. First fact, no one cares about your business but you. Sorry for the huge shock wave of truth. No one gets on social media to be advertised to or sold a product or service. People get on social media to catch up with their friends, coworkers, acquaintances and connections. They are interested in new babies, vacations, new opportunities, other opinions and solving problems. If your post does not do one of these types of things then go walk and talk, it will be more productive. There are a lot of sales people and insurance agents that have huge success posting on social media but we all took the time to learn what to do. Here are some basic principles if you want to be successful using social media.

First your post needs to be helpful. It should solve a common problem. This is what people look for on social media. If your product or service solves a common problem, then that is a great way to get business. You helped a connection solve a problem and made a sale, everyone wins. If your product or service is a great opportunity to help people and you demonstrate that in a post you will recruit new people for your business because again it is win-win.

Second the most effective way to post on social media is to tell a story. The old mantra facts tell and stories sell is very true with social media postings. People relate to you better through stories of how your product or service helped someone. Through a story that many people can relate to your product or service better. For example, if you sell life insurance and you helped a client change out of an expensive policy they did not understand, explain the story. Be sure to tell how the client felt about what they had and how you made them feel after the change. People can relate to stories better and you will pick up business.

The main point of social media is social and not media. Give with no expectations of gaining anything in return. The least little line about how great you and product is will be met with deaf ears. Avoid this temptation, just tell the story, the readers will figure out what you do. Remember just be helpful and stop selling; the business will come to you in time. People love to buy but they hate to be sold.

“you can get anything you want in life, if you help enough people to get what they want”—Zig Ziglar

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Tim Wilhoit is owner/principal of Your Friend 4 Life Insurance Agency in Nashville, TN. He is a family man, father of 3, entrepreneur, insurance agent, life insurance broker, salesman, sales trainer, recruiter, public speaker, blogger and team leader with over 27 years of experience in sales and marketing in the insurance and beverage industries.