Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals. This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling. Building and maintaining relationships is easier within the network that you and your customer trust.
The 4 Pillars of Social Selling
1. Create a professional brand
Today’s world of B2B buyers are very selective and will only work with vendors they can trust. A strong professional brand shows you are an active participant in your industry. It leads to more inquiries from prospects. It leads to more responses to your communications.
2. Focus on the right prospects
Social selling enables you to find and connect with prospects more effectively than traditional sales. Over 76% of buyers feel ready to have a social media conversation and identifying prospects that meet your established criteria – such as role, function, or industry – with LinkedIn has never been easier.
3. Engage with insights
Position yourself as a subject matter expert by sharing relevant industry content, commenting on news alerts, and building your professional brand. Over 62% of B2B buyers respond to individuals that connect with relevant insights and opportunities.
You can enhance your thought leadership by staying up-to-date with prospect news, and by identifying new contacts or decision makers when accounts make key hires.
4. Build trusted relationships
Build trust with prospects by sharing your perspectives and helping provide relevant information to common pain points. Have genuine conversations and focus on the needs of the prospect first, selling second.
Digital disruption has forever changed the sales and marketing landscape. Instead of waiting to be told about a company’s products and services, buyers are turning to social media to research vendors and make buying decisions.
In this new environment, it’s more crucial than ever for sales and marketing to align and create a united social media strategy to reach prospective customers. Organizations that have embraced social selling are able to influence buyers throughout their buying journey, provide them more value and ultimately drive sales success.
In this eBook, you’ll learn:
- How sales, marketing, and customers benefit when a company adopts a social selling approach
- Ways marketing and sales can align their social selling efforts to connect with more people, boost brand recognition and drive sales
- How top companies leverage social selling to generate better leads and close more deals
Are you having trouble developing your own personal daily Social Selling habits into a routine? Then you may be interested in signing up for the free LinkedIn ebook to help make you an effective and consistent social seller.
Include your contact information below and we will send you the ebook. You will also have the opportunity to join our upcoming Social Selling Webinar on Oct 11th, hosted by base-over-apex.com & biginteractive.ca.