Social selling.
What's social selling.
In short, social selling is a way for salespeople to connect and build relationships with potential customers through social networks. In recent years, social selling has morphed into virtual selling as sellers are increasingly using technology and sales tech (not just social media) to connect with potential buyers. Social and virtual selling enable salespeople to establish trusting relationships, increase social credibility, and ultimately achieve their sales goals.
As technology and communication methods have advanced, connecting with potential customers in both B2B and B2C markets has replaced old sales techniques. These older sales techniques, such as telemarketing, lack the greater convenience and personalization of social and digital selling. Using your brand’s social channels and sales technology to actively interact with potential customers and develop a connection with them can help you achieve your company’s sales goal.
Social selling is not simply about adding new leads to your sales list; it is about forming meaningful social interactions and presenting your brand as a trusted source for solving a customer problem through your product or service.
Rather than a forced closing plan or a forward agreement, social selling is more closely related to lead generation, or the process of establishing and maintaining relationships with customers at all stages of the sales pipeline and funnel. In this regard, sales teams must be willing to invest time and focused efforts in constantly interacting with their prospects.*
Vendita tradizionale vs. Social selling
Vendita tradizionale
Ricerca
- Compra liste di contatti
- Contatti personali limitati
- Bloccati dai gatekeepers (segretarie, centralini…)
Relazione
- Contatti casuali o non aggiornati
- Dati limitati sul prospect
- Informazioni non rilevanti
Ingaggio
- Fare affidamento su chiamate a freddo
- Aspettare il passaparola
- Fare pubblicità massiva
Social selling
Ricerca
- Usa reti professionali
- Connetti i prospect sui social
- Accedi direttamente ai decisori chiave
Relazione
- Focus su connesioni reali
- Raccogli infomazioni online
- Scopri le novità sulle aziende target
Ingaggio
- Sfruttare i social per rompere il giaccio
- Avere conversazioni pertinenti
- Guidare il prospect attraverso il percorso di acquisto
Perchè è importante?
In today’s hyper-connected world, social selling represents an improvement over conventional forms of selling that can often be impersonal. Through direct interaction such as commenting, liking and sharing customer posts, along with sales technology such as LinkedIn Sales Navigator, companies can naturally build social credibility and generate “free” advertising to turn their prospects into buyers.
Salespeople who use social selling get the best sales results
What do we do to help you?
In a market where the exploration phase runs predominantly online, it is critical for marketing and sales managers to understand the dynamics and identify the right channels to integrate into their strategies.
Tools such as LinkedIn and Sales Navigator can give greater stimulus and effectiveness to growth and sales processes, directing sales managers to new sales opportunities.
We can help you with training activities to the marketing and sales team, defining a strategy to meet the new challenges that the market presents, and supporting you in integrating these channels into daily life.
*Source Linkedin https://business.linkedin.com/sales-solutions/social-selling
