It’s no secret that sellers have difficulty generating fresh leads these days. Gone are the days when a few cold calls eventually lead to a sale. If you attempt cold calling today, you’ll find that it takes at least eight calls to reach a prospect.
And do you know what happens when you get to them? They don’t want to communicate with you! In reality, almost all executives never reply to cold calls or buy from them. It’s reasonable to say that we have our job cut out for us as sellers.
How can we stick out in the face of these obstacles? We can do this through social selling.
What is social selling?
Social selling uses social media to communicate with potential clients, build a connection, and connect with prospects. This method may be used by businesses to assist them in fulfilling their sales targets.
Consider this to be a new way to establish B2B relationships. Engaging with potential clients on social media may assist you to be the first business that immediately springs to mind when a lead is ready to purchase.
Note that this is not about spamming people with unwanted Tweets and DMs. That is not a good idea. When it comes to social selling, it’s not just about adding new people to your network. It’s all about making those engagements matter and promoting your company as a solution provider. You’ll be more likely to receive brand loyalty and trust if you do so.
Why should you consider social selling?
If you’re still not convinced, here are some reasons why you should consider social selling.
Social selling is effective.
Leaders in social selling generate more sales opportunities than companies that don’t have a social media presence. Furthermore, companies that prioritize social selling have a better likelihood of fulfilling sales goals.
Social selling aids in the development of genuine relationships.
As a result of the pandemic, building relationships with clients and prospects and networking have gone online. This makes ‘now’ the ideal moment to focus on social selling. Social selling allows you to engage with prospects on social media, who are already active and joining in discussions.
Your top rivals are already selling on social media.
Using social selling to stay competitive is a must. Other businesses are active on social media, communicating with potential clients on well-known sites. An estimated 25% of e-commerce brands globally planned to sell their items on social media in 2020. This is according to Statista.
What are the best ways to make the most of social selling?
Make sure you follow social selling best practices no matter which platform you choose to reach your target audience. Here are a few to remember.
Develop your brand by giving value to your clients.
It’s crucial not to be overly salesy while communicating with prospects and consumers on social media. Also, if your company is new to a social media site, don’t go immediately into social selling. Establish your status as an industry authority before jumping into sales presentations.
Sharing fascinating, valuable, and engaging material is one approach to establishing your brand online for social selling. This might involve sharing material created by others that resonates with your brand for B2B companies and business influencers.
It might also mean creating and distributing unique material that others will find valuable to position your company as a thought leader in your sector.
This assures your prospects that you are not just looking for a quick buck. You are also there to contribute.
Develop strategic listening skills and cultivate relationships with the appropriate individuals.
Paying attention is an essential part of effective social selling. To put it another way, make sure you are socially aware.
Observe what others are saying about you, your brand, industry, and rivals using social lists. Keep an eye out for requests and pain spots since both present a natural opportunity for you to supply solutions.
When feasible, you should also make use of your current network. Inspect their following and follower lists before reaching out to any prospects you’ve identified to see if you have any shared connections. If you do, request an introduction from your mutual acquaintance.
Stay true to yourself.
Take the effort to customize your social selling messages rather than producing a generic message and delivering it to many potential consumers.
To put it another way, be yourself. Start a real, honest chat to establish a relationship!
You may opt to utilize automatic like and commenting technologies, but they won’t help you create relationships. They have the potential to harm your personal and professional brand seriously. Nothing beats dealing with a natural person when it comes to selling.
Maintain a level of consistency.
Finally, don’t expect to see results right away. Don’t give up if your relationship-building efforts don’t deliver immediate benefits. Keep in touch with any contacts who aren’t ready to buy what you’re selling just yet.
Make contact with fresh leads. Make contact with people you’ve previously interacted with but haven’t heard from in a long time. Maintain genuine ties by congratulating them on new jobs or companies or participating with the information they post on social media. Even if it doesn’t directly advertise your product, be ready to give advice or assistance.
Building relationships, creating trust, and giving the correct answers to the right prospects at the right time have always been central to sales. That’s how social selling works as well. It simply uses social media to aid in the development of connections, the expansion of your network, the streamlining of lead creation, and the achievement of your sales objectives!