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?
El Social selling o venta social consiste en utilizar las redes sociales para encontrar, conectar y fidelizar las relaciones con tus clientes potenciales.
El objetivo es atraer el interés del sector y así lograr un engagement continuo y duradero que los acerque a cerrar ventas.
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?
Primero comencemos definiendo que social selling no es spamear a tus contactos a través de mensajes o posts invasivos.
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.
Con todo esto, más que preocuparse hay que ocuparse, ya que probablemente tu competencia ya esté ejecutando social selling. Así que, si tu equipo de ventas aún no utiliza el social selling para generar prospectos, entonces van un poco atrás del resto.
Ahora que ya sabes lo que es el social selling, es momento de que analices el perfil de tus prospectos, busca las redes sociales idóneas para presentarte ofreciendo contenido valioso a través de videos, artículos, infografías, e-books, etc. la clave es que figures de manera continua. Y sobre todo, recuerda escuchar estratégicamente a tus prospectos, analiza las conversaciones, comenta y da atención, el trato humano y personalizado es indispensable para generar engagement con ellos y así lograr una venta de forma natural.
Sin duda es momento de experimentar nuevas formas de generar contactos y maximizar el alcance de los productos y servicios que tu empresa puede ofrecer, recuerda que las ventas se construyen a través de relaciones comerciales y credibilidad.
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
