Whether you’re here because you’ve heard the term dozens of times or you’re just becoming familiar with what it means to social sell, we’re here to give you the details and a push in the right direction.
So what exactly IS social selling? And how can it help YOU sell MORE on social media?
For starters, Social Selling is NOT the Same Thing as Social Media Marketing.
Social media marketing is engaging and connecting with your audience in different ways across social media as a brand. Social media marketing is more about brand recognition and connecting with your target audience in fun and creative ways.
Instead, social selling is an art. It’s what we call it when a sales representative or business owner uses their social media to find, connect, share and solution-sell to their prospects on social media.
Social Selling is the Sales Process of the Future
Through social selling, you can help your prospects understand WHY you can help them, and point them in the right direction without them feeling rushed into a sale.
You can develop real and personal relationships with your prospects, as well as stop the awful and annoying practice of cold calling your prospects and getting no response.
With 94% of B2B buyers conducting thorough research online before they purchase a product, this is your opportunity to step in and nurture, connect, communicate and solution sell.
Social Selling=Non-Spammy Communications
That means you can’t do the equivalent of cold calling on social media and expect good results.
If it seems even remotely spammy, don’t do it. Instead, provide insight and a listening ear. Show your prospects how you can help them by sharing tricks and give them the solutions that they need that only you can provide.
Social media gives us a wonderful opportunity to build trust and community. It’s our job to take that and make it into something.
How to Social Sell Like an Expert
So, you’ve done your research and you’re ready to start social selling, but you’re not quite sure where to start. Don’t sweat it. By following these six steps, you’ll be well on your way to social selling like a pro.
- Protect your online image and put your best foot forward
Your prospects need to be able to trust you and look to you as an expert in your field, so it is vitally important that you look and sound professional on social media. In addition, in a time when bad news spreads like wildfire, it’s imperative that you protect your online reputation and be proactive even when it doesn’t seem necessary to “be on your guard”.
Need a little push in the right direction? Check out our ultimate guide to protecting your online reputation.
- Participate, Connect, Engage.
Find groups on the social networks you are striving to be present on and participate, connect and engage with your prospects. Answering questions, offering solutions and just being there to laugh and connect are all great ways to start paving a path to social selling success. If you’re present and engaged, look your best and have the answers, your prospects are going to know exactly who to turn to when they have a problem.
- Credibility is Key
Whether it be through the endorsement of skills on LinkedIn, or the sharing of your thoughts and insight via a blog that you share to social, building credibility with your audience and showing them in tangible ways that yes you know what you’re talking about is a vital step in the race to social selling success. If you truly want to unlock the doors to social selling success, credibility is the key and it’s going to take work.
Helpful Hint: Endorsing others on LinkedIn can often result in a return endorsement in one of your skills, so don’t hold back in helping others reach their goals!
- Meet Your Prospects Where They Are
Whether it’s a Facebook or LinkedIn group, it’s important that you know exactly where your audience is gathering and take the opportunity to share valuable information and tips that will have them coming back for more.
- Continuously Provide Value to Your Audience
Social media marketing and social selling go hand in hand in that neglecting your social for a time will wreck any progress you’ve made. It’s a commitment that must be taken seriously. After you’ve found your audience, followed the appropriate crowd, started sharing your insight and providing value, ignoring your social will result in your followers hiding, blocking, unfollowing and otherwise ignoring the value you DO provide.
So be consistent when it comes to sharing your insight and don’t drop off the face of the earth every 2-3 weeks when you get bored.
- Embrace Your Prospects and Practice Social Media Etiquette
It is vitally important to your social selling success that you nurture your leads carefully. Make sure you’re responding and engaging not only on your own updates but on those of your followers and industry thought leaders.
Social Selling Means More Opportunities and More B2B Relationships
Using social listening tools to your advantage in the social selling game means you can identify conversations that are already going on around your brand. After all, in our current digital age, prospects everywhere are taking to social media to vent and find connections when it comes to certain problems and pain points. Why not give yourself the opportunity to be a warm, welcome solution in the face of a problem?
Plus, with over 71% of all sales professionals, and a staggering 90% of top salespeople already taking advantage of the social selling opportunity, now is the time to start taking advantage of the social selling opportunity.
With social selling, your sales team is going to be able to build REAL relationships in REAL time with REAL people. And do you know what this means? REAL RESULTS!
We Think your Business Should Be Social Selling ASAP
Why? Because there are vast opportunities yet untapped on social media that are waiting for you RIGHT NOW! Why not take the opportunity to engage with your audience and build lasting and trusting relationships?
If you’re still not convinced, remember that a shocking 78% of individuals embracing the social selling model are outselling their peers who are NOT on social media. Which equals a significant number of lost sales opportunities for those not taking advantage. In addition, you’re looking at 45% more opportunities than if you haven’t started social selling.
Stop Saying Goodbye to Lost Opportunities
And start stepping up your social media game.
Need help? We’re here for you!
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