The Benefits of Social Selling

The Benefits of Social Selling

With social media already being such an important part of your online marketing strategy, you can leverage these platforms even more with social selling. Businesses large and small can benefit by generating better quality leads, increasing their pipeline, and increase sales.

What is Social Selling

Social selling is all about leveraging social media to help you find the right prospects and build trusting relationships, with the goal of achieving your sales goals by answering questions and offering thoughtful content and insights for every stage of the buyer’s journey.

LinkedIn has identified four key elements to social selling:

  • Establishing a professional brand
  • Finding the right prospects
  • Engaging with prospects
  • Taking time to build relationships

You customers are already spending more of their time on social media and with the Internet, they’re also much more informed and autonomous than ever before. Social selling can help you take advantage of these trends to build your brand, find potential leads and build solid relations with your clients.

Why Should I Use It?

Social selling allows you to spend more time with your prospects before jumping straight into a sale. You can spend time interacting, engaging and building trust with prospects via social media, which will ultimately lead to more sales.

According to LinkedIn, social sellers outsell colleagues who don’t use social media by 78%. And on average, more than 60% of teams using social selling reached their sales quota compared to 49% of teams that did not use social media as part of their sales process.

How to Use Social Selling for Your Brand

If you are looking to increase your sales with social selling, there are a few steps you can follow to get it right the first time. Here are the basics:

  • Do your homework
  • Know who your customers are
  • Prove you are an expert
  • Be professional
  • Don’t expect immediate results

Start by utilizing all your social media accounts – LinkedIn, Facebook, Twitter and others. You can even use tools like the LinkedIn sales Navigator or Sales Loft. Curate and share content, while measuring metrics via reporting. If you a dedicated social team, consider training with on social selling to maximise your productivity.

Measuring Results

Tracking your sales team’s results is quite easy and you can consider tracking metrics like online network growth, content engagement, new opportunities, and of course sales. The most important KPI to look for is how many conversations you are having offline, that came from interactions that started online.

Social selling is in a way an indication of how social media is evolving. What was once just a way of keeping in touch with friends and family, has now turned into a popular and very valuable business tool. With social selling worked into your overall marketing strategy, you’ll see increased sales and prospects, while building your brand online.

iChoose Marketing specialises in social media for businesses large and small. We’ll help you set up a social selling strategy to boost your brand and your bottom line. Need more information? Contact us today at hello@ichoosemarketing.co.za.

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