Surely you have heard that some companies run something called social selling and this may sound like social media campaigns to you, and the reality is that it is not that.
What is social selling?
Social selling or social selling consists of using social networks to find, connect and build loyalty with your potential customers.
The objective is to attract the interest of the sector and thus achieve continuous and lasting engagement that brings them closer to closing sales.
If you have a Facebook page, LinkedIn profile, or Instagram account for professional purposes, you're practically already involved in social selling. But the perfect social network to practice social selling is definitely Linkedin, since, unlike most networks, which are leisure networks, Linkedin is a professional network.
How to do social selling?
First let's start by defining that social selling is not spamming your contacts through invasive messages or posts.
Doing social selling is publishing content that is of high interest to your target audience, gradually gaining notoriety and positioning as an expert on the topic. Once this positioning has been generated, then you can begin to execute some commercial approaches.
According to LinkedIn Sales Solutions, 92% of B2B buyers engage with professionals who they think are leaders in their industries.
So, What should I do in social selling?
- Identify your target audience, and the social networks they use.
- Create a professional personal brand or be supported by a brand.
- Create original content videos, articles, publications or surveys, as well as share content from other trusted sources to affirm your credibility within the sector.
- Position yourself as an industry expert and interact with your target audience so that your services are in their mind.
Does your company still not do Social Selling? Then it's time to worry, and now I'll tell you why...
- According to LinkedIn, the 78% of sellers who use social selling exceeds their colleagues who do not apply it.
- Social selling is the new way of selling, it leaves aside the use of calls, visits or cold emails, and allows your sales team to create loyalty with their prospects.
- – In Hubspot research, 74% of B2B buyers do more than half of their research online before making a purchase or contacting a seller.
With all this, more than worrying you have to take care, since your competition is probably already executing social selling. So, if your sales team isn't already using social selling to generate leads, then they're a little behind the pack.
Now that you know what social selling is, it is time for you to analyze the profile of your prospects, look for the ideal social networks to present yourself by offering valuable content through videos, articles, infographics, e-books, etc. The key is that you appear continuously. And above all, remember to listen strategically to your prospects, analyze the conversations, comment and give attention, human and personalized treatment is essential to generate engagement with them and thus achieve a sale naturally.
Without a doubt, it is time to experiment with new ways to generate contacts and maximize the reach of the products and services that your company can offer. Remember that sales are built through business relationships and credibility.
If you want advice related to the marketing of your company, do not hesitate to contact us on our website www.explaintoon.co or send an email to projects@explaintoon.co
