It is no more a secret that salespeople struggle a lot to generate leads. Gone are those days when you just make cold calling to reach out more customers and generate leads. Cold calling is no more an important aspect for sales. With growing digital technology, selling processes also went digital.
What is Social Selling?
Social selling is when salespeople use social media platform to find new leads. They use social media to share blogs, content, responding to comments etc. Also, they use social media basically to develop relationship with new and existing customers.
There is a slight difference between social selling and social marketing. Social selling is from the sales perspective to execute leads while social marketing is focused upon marketing your brand and products. Now social selling is the new sales model for sales professionals.
The growth of social media usage has been a huge factor in why social selling has been adopted and several studies point toward the B2B buyer using social media as an important part of their research process.
Here I am sharing few tips for social selling to increase your sales. I will share about Twitter and LinkedIn as this post is regarding B2B marketing and in B2B most used social media platforms are Twitter and LinkedIn.
1. Follow relevant users on Twitter
It is very important that you follow the users that are relevant with your brand and industry. You can various applications and tools associated with Twitter to track your following and followers. With the help of tools, you can follow multiple Twitter users quickly rather than visiting and requesting to follow on each individual profile, which can be time consuming. Or, you can export the list of users and then filter through to the more relevant profiles.
2. Follow target companies on Twitter
All you need to do is, create a wishlist of companies that are relevant for your sales perspective and follow them. No doubt, from small business to large corporations can be found on social media and specially Twitter. So so not miss this chance of following your wishlist companies. By following, this will help you to keep updated with the latest company news like when they win any award or release any latest product. Try to get engage with such companies, their network can help you to gain popularity and achieve sales.
3. Use LinkedIn saved searches
By using this, you get notified whenever your prospects join LinkedIn or accept your invitation to join. To do this, perform a search using the LinkedIn search field found at the top of LinkedIn when you login, enter the criteria that matches your customer profile, such as job title or industry and then click the search button. LinkedIn will then ask you to name your search (for my example, I would use “VP sales second level connections) and then set how often you wish to receive notifications (by weekly or monthly)
4. Join and participate in LinkedIn Groups
The more you engage in LinkedIn with others, the more you gain popularity. LinkedIn already has over 400 million users. As a social platform, it helps to interact you with more people for networking and referrals. Share knowledge and expertise in your groups. Also, initiate conversations on your expertise topics with more potential users. Engage yourself and others in groups and conversations.
5. Share relevant content
Whatever the social media platform it may be, sharing relevant and knowledgeable content is always praised. Share your brand blog posts or third party content which you find relevant. You can even promote your brand by sharing videos or YouTube video links. There is no limit on what you can share providing the content adds value to the conversation.
Over To You:
Can you think of more tips on social selling for B2B marketers?
Please share on comment section below.