What is Social Selling?
Social selling is the strategy of connecting with prospects, developing a connection with them, and engaging with potential leads using a brand’s social media platforms.
Social selling is utilizing your social network to locate the proper prospects, establish trusting connections, and eventually fulfill your sales objectives.
The strategy can assist firms in meeting their sales goals. It improves sales lead generation and sales prospecting while eliminating the need for cold calling. It is simpler to build and maintain connections inside a network that you and your customers trust.
What Social Selling Does Not Include
Social selling does not entail bothering strangers with unwarranted Tweets and Direct messages. That is a form of spam. It’s not a good idea.
Social selling is more than just adding new connections to your contact list. It’s all about making those conversations meaningful and positioning your business as a solution to a problem. Doing this helps you increase your chances of gaining trust and loyalty.
Social Selling Index
The Social Selling Index (SSI) is a metric that is used to assess the effectiveness of a brand’s social selling activities.
The notion of the SSI was initially proposed by LinkedIn in 2014. The LinkedIn SSI calculates a score by combining four factors called the four pillars of social selling. It examines whether you are:
- With a well-managed LinkedIn page, you may establish a professional brand.
- Using the platform to find the appropriate individuals.
- Sharing material that is both relevant and conversation-starting.
- Relationship building and strengthening
Sign in to your LinkedIn account and go to your Social Selling Index dashboard to get your SSI score. Consider your score to be a basic foundation for enhancing your social selling performance.
Reasons why you should start using social selling
1. Social selling works: 78 businesses that employ social selling supersede those that do not.
2. Social selling assists your sales team in developing genuine relationships.
3. Your clients (and prospects) are already using social purchasing.
4. Your major competitors are already utilizing social selling.
Social Selling on Facebook
There are two methods to get started with social selling on Facebook.
Create a Facebook Page first, and then utilize these techniques to get started with social selling:
1. Collaborate with other businesses: It is simple to connect with others through likes, comments, and shares. But take a step further. if you generate thoughtful, valuable content, it is more likely to be shared, expanding the reach of your business.
2. Interact with your follower: Always reply to your followers’ comments and brand mentions. Include questions to stimulate discussions with your Facebook followers when creating your own posts. They don’t have to be directly linked to your product or service to be effective!
Social Selling on LinkedIn
Three LinkedIn Social Selling Steps
1. Establish your credibility: Ask your connections for reviews or recommendations if you have a solid relationship with them. These appear on your profile and can help you establish quick credibility with new connections.
As a brand, make sure your profile displays knowledge relevant to a potential consumer or client by showcasing how you’ve assisted prior customers in achieving their objectives.
You should also only share information and content from reliable sources, and have a professional style throughout your LinkedIn engagement.
2. Increase the size of your LinkedIn network: Use LinkedIn’s search function to broaden your network by looking for shared connections with your existing contacts.
You can also network with colleagues and prospects by joining LinkedIn Groups relevant to your industry.
3. Make use of LinkedIn Sales Navigator: Sales Navigator, LinkedIn’s professional social selling tool, can help you target the appropriate prospects with tailored messages while also providing in-depth statistics to help you better analyze your success.
Social Selling on Twitter
Twitter Lists may be used to monitor information from specified groups of individuals. Here are three essential Twitter lists to get you started with social selling on the platform.
1. Current customer: Use this list to keep track of your current customers and look for opportunities to respond to or like their Tweets. This will assist you in keeping your brand in their mind.
2. Potential customers: Add potential clients to a private list as you identify them. However, do not interact with them with the same level of affinity that you do with established clients. Rather, keep a watch out for help requests or complaints about your competitors. That way, you may respond with a useful comment.
3. Competitors: Placing competitors on a private list allows you to keep track of them without following them. This might provide ideas for your own social selling initiatives.
Best Practices for Social Selling
Regardless of the platform you use to reach your specific audience, be sure you’re following social selling best practices. These are four things to take into consideration.
1. Build your brand by offering something of value.
2. Listen strategically and establish relationships with the appropriate individuals.
3. Keep it real: Make a connection by engaging in a genuine, one-on-one conversation.
4. Maintain consistency.
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