Social selling is the new sales model which eliminates the practice of cold calls and sales demos by focusing on social networking and engagement. Are you ready for this?
Building connections and relationships is the key to running a successful business.
We developed a guide that will help you understand the importance of social networking and nurturing the relationships with sales prospects in a modern world.
What is social selling?
Social selling is a way of using social networks to understand prospects and connect with them in a meaningful way. The use of social media channels, like Facebook, Twitter, and LinkedIn, has become an important tool for nurturing those relationships. Social media is used to provide value by addressing concerns, solving problems, educating, and informing on relevant topics. Social selling has a strong impact on the entire buying process: from the point of awareness, to the final buying decision, which is why it has to be used strategically.
Now that we covered what social selling is, let’s have a look at how to develop the right strategy in order to leverage social networking for building relationships with prospects.
Social selling strategy
Sales success is the result of the understanding prospects’ problems by offering them the right solution at the right time. One way of achieving that can be done by building relationships through social networks. It is important to promote your business as a top industry expert by actively engaging with consumers and clients. Here are the steps to consider when building a strategy.
- Optimize social media channel
You want to maximize the success of your strategy by making sure your profile shows up in search results. By doing so, prospects will see your business as an expert in the industry which will result in trust and potential conversion.
- Pay attention to prospects
Take an advantage of social channels in order to understand their wants and needs. Pay attention to their preferences, following list, and contents shared. You can use LinkedIn for identifying and connecting with prospects by segmenting them according to their function in the industry. Use the information you collect for reaching out to them through meaningful conversation focusing on their needs first, selling second.
- Be a problem-solver
Identify the pain points in the industry and be the one to address the solution. Share your perspective and offer knowledge and the expertise on a given subject. You want to show how your prospects can rely on you.
- Be consistent
Maintaining consistency across the entire social network will keep the audience updated and engaged, while delivering consistent and high-quality content will ultimately lead to increase in brand awareness and loyalty.
- Nurture your networks
Keep in touch with your connections. Address contents that they are posting and engage with relevant industry conversations and debates. Step back from selling and focus on building trust by helping your contacts.
Social selling hasn’t changed the fact that selling is all about building relationships and trust. It changed the way of communicating your problem-solving by shifting the focus from selling to empowering your prospects. Follow steps from above and take an advantage of social networking to strengthen your relationships and maximize the impact of your business.