The Benefits of Social Selling
The main point of social selling is of course to make more sales. More sales, however, will usually have a wider impact across the rest of the business also.
Some of the benefits to your business of social selling are:
Bringing In More High-Quality Leads
By putting out good, educational content for your audience and working to build a relationship with them, the leads you create will be better. You will also not have to work so hard to sell to them as they will already be warm. Not only will the leads you work to make be better quality, but you’ll also notice more recommendations through word of mouth.
Getting Your Brand Out There
The more work you put into building a social media presence, the more visibility and awareness you are creating for your company. Social selling therefore helps your marketing strategy as the helpful content you are putting out will also bolster your profile.
Reduced Research Time
39% of B2B professionals said that they were able to cut down the amount of time spent on research through using social selling tools. This therefore means that you can find great leads, more quickly.
Tips for Social Selling Success
- Add Value Where You Can
This is the number one thing you need to remember to be successful in social selling. An important part of the process is sitting back and listening to what your network is talking about and simply waiting for the right time to jump in. When you do decide to comment it will then be with the right people, at the right time. Not everything is a sales pitch. Concentrate on creating (and sharing) useful content that you know will benefit your audience.
- Use Social Selling Tools
Research shows that at least 71% of all sales professionals are already using social selling tools. This will of course include having social media accounts with all the big platforms. You will also benefit from using a selling and engagement platform to keep everything in one place. It can also be incredibly beneficial to outsource certain parts of the social selling process to make sure you’re dedicating as much time to it as possible.
- Nurture Relationships and Be Patient
Not everyone will always be ready to buy from you right there and then. It also takes time to build up a reputation as an expert in your field. The benefit to the work you put into nurturing relationships is that clients will come to you when they are ready. Keep in touch with the contacts you make and engage with their content occasionally. This will help to build up a relationship of mutual trust and respect. Time spent nurturing relationships will pay off when the client is ready as they will come to you first.
Why is Social Selling Important?
This research by LinkedIn found that 78% of social sellers outsell their peers who do not use social media. What does this tell us? If you’re not leveraging your social media network to make sales, you’re missing out. It is an incredibly valuable way to make more sales, but also doing it in a way that both feels good and adds value to your audience. More than ever we are reliant upon technology, it is therefore essential to make the most of your social media network and make more connections (albeit virtually!). Social selling may be the future of sales. If you’re not utilising your business’s social media accounts, now is the time to start.