What is Social Selling?
Social Selling is the process of researching, connecting and interacting with prospects and customers on their social media networks. It’s not for a quick win or a platform to pitch something. Social Selling is a lead-nurturing technique. It’s an opportunity to continuously engage with target buyers similar to networking events, but digitally.
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Nine Best Practices for Social Selling
1. Optimize your social media platform
Social Selling
Best Practices
Make sure your personal information is up-to-date, engaging and accurate.
84% of CEOs and VPs use social media to make purchasing decisions.*** Join LinkedIn groups
and relevant forums where these buyers may
be gathering research or participating
in discussions you can contribute to.
2. Determine who your ideal customer is and find them
74% of buyers choose the sales rep who first
adds value during the buying process.****
Sharing interesting articles and studies are great ways to offer value and establish yourself as the expert while building trust and credibility.
3. Share content
A ‘like’ isn’t enough. Make sure you’re joining
in on the conversation. Comment, share, engage—
it will help you understand your prospects even more and will show you’re passionate in their interests.
4. Don’t neglect the comments
Determine the kind of posts that work best through tracking and deliver more of that type of content.
7. Track your insights and engagements
Allot yourself 30-60 minutes per day for
posting and engaging.
6. Stay consistent
Testimonials are extremely valuable and offer a great way to convey your message to your prospects without directly selling to them.
5. Share your success stories
LinkedIn has multiple tools that help you learn more about your prospects. You can export your LinkedIn list to your other marketing efforts and check your Social Selling Index (SSI).
8. Take advantage of LinkedIn’s tools
After making a solid connection on social media, set up a call to further the relationship. Don’t send messages out of the blue, engage with them organically first.
9. Know when to take the conversation offline
of sales reps engaged in social selling report an increase in their overall revenue.*
63.4%
of B2B buyers use social media during their decision-making process.**
75%
We look forward to working with you!
rachael.mesnik@resellerconnect.net
Rachael Mesnik
Hillary Hatch
hillary.hatch@resellerconnect.net
For additional Social Selling best practices contact:
Ready to Try It Yourself?
http://leadsift.com/13-essential-industry-stats-outbound-prospecting/
Per an IDC study. See https://www.businesswire.com/news/home/20140915006303/en/New-IDC-Study-Reveals-That-the-Most-Senior-and-Influential-B2B-Buyers-Use-Online-Social-Networks-in-Their-Purchase-Process
https://www.salesforlife.com/wp-content/uploads/2019/11/The-Ultimate-Guide-to-Social-Selling.pdf
https://www.superoffice.com/blog/social-selling/#:~:text=Corporate%20Visions%20found%20that%2074,you%20come%20in%20%2D%20adding%20value
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