Do you want to stand out? Do you want your messages to be answered? Do you want your potential customers to be interested in your brand and your products/services? Then you should bet on Social Selling .
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Social Selling: The key to getting your messages across
What is Social Selling really?
This is a sales technique that is carried out through social networks, normally from LinkedIn, the professional network par excellence.
By using your personal brand, positioning yourself as an expert or specialist in a specific sector or topic, you generate trust in your contacts and interact with them. A way to generate visibility for your brand, but from a personal profile, showing that there is a person behind it and not a robot.
What is Social Selling and why should you put it into practice?
The reason is clear, because you want to increase your sales and visibility of your brand .
But to do this, it is important that you know the needs and interests of your Internet users. A difficult task if you cannot see them physically or have never spoken to them. In short, if you don't know them at all.
But that's what social media is for. Thanks to it, you'll be able to find out more about users than you might imagine. You'll know what sector they're in, what they work in, what their position is, what they're looking for, who they interact with and how, etc.
How to start doing Social Selling?
First key point: Plan a strategy that takes into account the following points:
What objective or objectives do you have, who are you targeting and what resources will you use to achieve them?
One of the objectives is clear: sell more, but how outlook email lists are you going to achieve this? It is from this question that the rest of the objectives and resources you have available (ebooks, brochures, landing pages, guides, videos, infographics, etc.) come into play to reach the person you are interested in.
What are you going to show him?
How are you going to show him?
What audience are you interested in reaching? Knowing the Buyer Persona is essential.
What tone will you use?
It's time to put yourself in the shoes of the potential client who will receive your messages and content and ask yourself all the questions that he or she might have.
Observe, analyze and listen
Do you already know your objectives and your Buyer Persona? Then it's time to:
Observe him: What does he do? How does he interact? What interests him?...
Analyze it: What worries him? On which social networks does he act the most? Is he active or passive?...
Listen to him: What kind of contributions does he make on social media? What kind of comments does he usually leave? How does he write? How does he speak? ...
Who will interact with the potential client?
Taking into account the observation, analysis and listening you have done of your Buyer Persona , you have surely already drawn some conclusions about what he or she is like, what worries him or her, what interests him or her and how to address him or her. Therefore, the time has come to choose the salesperson who will be in charge of carrying out the Social Selling strategy.
We start engines
Before you start interacting with potential clients, prepare the content and resources you are going to use for this. It is also important for the salesperson to modify the profile or profiles they are going to use, making them more professional and focused on the brand. In this sense, working with the marketing team will be of great help. Involve them in social selling.
Start the interaction
With all of the above in place, it's time to start interacting on social media. Share your own content, that of third parties, start conversations, host debates... In short, make yourself visible. To do this, personalization is a key point. Remember that your goal is not to sell directly, but to show a brand from the most human and personal perspective, positioning salespeople as experts or specialists in the field.
Can Social Selling be done on any network?
Yes, all social networks work for Social Selling, but Twitter and LinkedIn are undoubtedly the most used, although depending on the sector you work in, it will be more advisable to use one or the other.
We will also tell you that sometimes the one who tries to do too much, does little. Perhaps to start with it is better to do it in one go and if it works, broaden horizons. Go little by little. It is a strategy of chipping away at the stone. Don't expect results in one day.
Some tools you should consider for Social Selling
LinkedIn Sales Navigator
It is a paid tool, but with some free features, although a little limited.
Some of its features:
Sales panel : In this section you can see the sales made through this medium.
Advanced Lead Filters : You can search by keywords, location, sector, language, contact level, professional profile, etc. This way, you can curate even more.
Creating lists : You can generate contact lists by segmenting them according to your preferences.
Recommendations and suggestions : When you specify sales preferences, LinkedIn itself recommends a series of contacts that fit those preferences.
Sales Updates : Always stay up to date with what's happening at the companies and people you follow.
Sending private messages (inmails) : With the tool you can automate the sending of private messages even to users who are not part of your contacts.
Additionally, the tool itself allows you to perform analysis and reports to see how your strategy is working.
