Social selling.

What is it?

In short, social selling is a way sellers use to connect with potential clients through social networks. Over the last few years, social selling has become a virtual way of selling since sellers have been using technology more and more (not only social media) to find new buyers. Social and virtual selling allow sales operators to establish trustful relationships, increase social credibility and, eventually, match your sales goals.

As technology and communication advance, the old selling techniques are no longer useful to build connections with potential B2B and B2C clients. These outdated methods such as telemarketing, are not as convenient or customizable as social sellings. Selling your brand through social media to actively interact with potential clients and build relationships with them can help you reach your company sales goals.

Yet social selling is not only adding new contacts to your selling list. It’s based on creating relevant social interactions and on presenting your brand as a reliable source to solve the client’s problem thanks to your services and/or products.

Social selling focuses hence more on generating leads and building a relationship with the client at all points of the selling. As a consequence, selling teams have to be keen on spending time and effort to constantly interact with potential clients.*

Traditional selling vs. social selling

Traditional sale

Buy contact lists
Limited personal contacts
Blocked by gatekeepers (secretaries, switchboards…)

Report

Random or out-of-date contacts
Limited data on the prospect
Irrelevant information

Engagement

Relying on cold calls
Waiting for word of mouth
Doing massive advertising

Social selling

Use professional networks
Connect prospects on social
Gain direct access to key decision makers

Report

Focus on real connections
Gather infomation online
Discover news about target companies

Engagement

Leveraging social to break the ice
Having relevant conversations
Guide the prospect through the path to purchase

Why is it so important?

In today’s hyper connected world, social selling substitutes cold and conventional selling methods by aiming at connecting and interacting with the audience. Direct interactions such as commenting, Like or sharing posts, alongside with useful tools as LinkedIn Sales Navigator, companies can easily improve their social credibility and promote themselves to transform their prospects into actual buyers.

Though Social selling, sales operator get the best selling results

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Salespeople who use social selling create 45 percent more opportunities than their colleagues who do not use it.

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Salespeople who use social selling achieve their sales goals 51% more.

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78% of social salespeople outperform colleagues who do not use social media.

What do we do to help you?

In today’s hyper-connected world, social selling is an improvement over conventional forms of selling that can often be impersonal. Through direct interaction such as commenting, liking and sharing customer posts, coupled with sales technology such as LinkedIn Sales Navigator, companies can naturally build social credibility and generate “free” publicity to turn their prospects into buyers.

*Source linkedin https://business.linkedin.com/sales-solutions/social-selling