Social Selling Guide

Social selling has become a powerful tool in the sales process. It’s an effective way to gather data, build rapport and develop sales leads. In today’s digital world, social selling is easier than ever before.

Social selling is the new trend that has changed the world of social media marketing. While more and more people are using social media to sell their products, there are still many people who are not familiar with how it works.

Here’s our guide on how sales reps can use this powerful technique to grow your business, and what things you need to consider before jumping in.

What is social selling?

What is Social Selling

Social selling is a sales technique that involves building relationships with potential customers. Social selling involves engaging with potential customers through social media, or email.

It is a way to build trust and credibility with potential customers before trying to sell them anything.

The true power of social selling is that it allows your sales team to get out to a broader audience.

For example, if a business development manager (bdm) wastes seven hours to cold call and schedules a second call with two prospects, is the time spent well used?

On the other hand, if a seller shares resonant content linked to their 1,000-user network, that content isn’t limited to their direct network.

How does social selling work?

How does Social Selling work

Social selling is a sales process that starts with building relationships with potential customers. You will then use those relationships to generate leads and drive sales. Social selling has worked for many years and continues to grow.

Using LinkedIn or Twitter helps you create relationships with potential customers by sharing information about products that are relevant to your field of expertise.

You can also connect with potential clients on platforms such as Facebook, Snapchat Stories, Instagram Explore Feeds (Livestream Events), Slack, and Facebook groups all while building relationships.

Once they have shown interest in you or your brand, make conversations about the product relevant and personal. Focus on benefits as well as features to generate interest that can ultimately lead to sales.

Your sales reps can now take a step further and analyze leads who are already talking about your business, your competitors, or your industry using social selling tools.

That means you can reach out to an audience who is already interested in what you are offering and authentically connect with them, giving useful information when the time is correct.

How social selling can grow your business?

How Social selling can grow your business

In 2020, 18.3 percent of American Facebook users initiated a purchase through the Facebook app. 70% of youtube users have purchased a brand’s product after watching it on youtube, and 96% of b2b content marketers have linked in for organic marketing. The next most popular platform is Facebook, which is used by 82% of b2 b content marketers.

Facebook is one of the most used social media platforms and can be a perfect marketer’s tool. Social selling allows you to connect directly with buyers through content sharing without leaving your current network (social network). 

This also helps create better relationships between business partners or vendors and clients by making these connections more real-time. Social Selling is not just about connecting, but it’s about building up a trust for both sides involved – seller/company & buyer/client.

What is the ROI of Social Selling?

ROI of Social Selling

The most basic social selling ROI formula appears as follows:

Social selling ROI % = Profit / Investment x 100

  • Profit: The money you have earned from your social selling efforts
  • Investment: The total cost of your social selling efforts

According to data, the ROI for every $1 invested in social selling is $5.

What are the benefits of social selling?

Benefits of Social Selling

Benefits of Social Selling including:

  1. Reduce Cold Calling – By engaging with relevant audiences using social media, companies can easily reduce the cold calling process.
  2. Save Time with Social Selling – Social selling allows companies to save time in cold calling by directly engaging with the targets and customers using social media. In this method of marketing, companies can reach out directly through Facebook or Twitter without going through unnecessary channels such as phone calls, emails, etc.
  3. Build Relationships – Social Selling is a great way for building relationships both internally & externally between organizations that make it possible to connect with customer prospects manually or via Facebook Like/ Share search.
  4. Increase Sales – Through social selling, companies can build their sales without having any direct contact with customers as it is done through.
  5. New Opportunities – Social Selling provides companies an opportunity to engage with target customers on social media via Facebook, Twitter YouTube & more. However, every interaction, a company has through making direct contact that does not involve cold calling and selling is bound to increase revenue which will in turn tremendously increase the return on investment.
  6. Tell your story better – Through social selling, companies can tell their stories to larger audiences that may not be able to fall into a cold calling model. Everyone likes talking about themselves and Social Selling provides organizations with a great way of doing so.
  7. Customer Retention – Content Marketing in itself is a great way to build relationships and reach new audiences – but through sponsorships, you can capture valuable data on your customers (who are all fans of the sponsor), engage them, allow them to provide feedback & start the conversation which at times could lead from content marketing.

4 Pillars of Social Selling

Pillars of Social Selling

Before social selling, the sales team primarily relied on a combination of effective face-to-face selling and cold calling to attract new business. With social selling’s emphasis on developing relationships within companies, social media is embraced as an effective tool for attracting and retaining customers.

Social selling is the process of connecting to the right people in your industry, and then building relationships with them. This technique can be used for any business sector including Sales, Marketing & Growth hacking.

Here are the four pillars of social selling,

  1. Create A Professional Brand
  2. Find Your Potential Buyers
  3. Engage Them With Insights
  4. Forge Lasting Business Relationships

Social selling doesn’t only help to build your networking relationships but also targets the right customers and accounts for their needs. This is a great way of increasing sales, as well as getting more leads.

Social selling is the process of using the internet as a tool to reach and engage potential clients or customers through social media. It involves connecting with people who are interested in buying your products/services over the web, conversation starters, and engaging the conversation depending on the type of content that you share getting them inspired towards buying your product/service.

As a social salesperson, when you’re involved in social selling your prospects will notice that you’re there to give something – yours! they also will hear what they want to listen to and respond accordingly. Effective social selling means paying attention. In other words, make sure you’re listening strategically and building relationships with the right people so that when the time comes for them to buy from you it won’t be awkward or uncomfortable at all because of how effective social selling will be.

Is Social Selling Creepy?

is Social Selling Creepy

There is no one-size-fits-all answer to this question, as everyone may have different opinions on social selling. However, in general, most people believe that social selling can be creepy if it is done in a way that is not genuine or respectful.

Some examples of behaviors that could be seen as creepy when it comes to social selling include:

  1. Sending unsolicited emails or texts to potential customers. 
  2. Contacting people who have not expressed an interest in your product or service. 
  3. Making too many requests for personal information (such as the customer’s address and phone number). 
  4. Acting overly aggressive or threatening when trying to get someone to buy your product or sign up for your service.

Social Selling: How to Get started?

Social selling - how to get started

For those who are wondering how to start doing social selling online, the following are some of the best tips.

Step#1: Choose the most relevant social network

LinkedIn, Facebook, and Twitter are all social networks that allow individuals to connect with others and share thoughts and ideas. They are different in terms of focus, so each platform has a set of features that can be used to help sell your products or services via social selling.  

For example, on LinkedIn, you can connect with people who share similar areas of expertise as yourself and make new business contacts.

On Facebook, you will find individuals related to what you do for a living and start engaging more closely in conversations about the industry.

Step#2: Create a wish list of companies and follow them

If you are looking to start social selling, it is important to follow companies that you believe will be interested in your products or services.

Some ways of finding these companies include searching for keywords and phrases related to the industry that you are interested in, using directories such as Company Search Engine and PAM mentor’s LinkedIn network.

Once you have found a few potential followers, it is important to spend time creating valuable content that will engage them and make them want to take your call.

CRM measures the strength of social media and its influence on CRM sales. Social selling decreases CRM costs, improves customer satisfaction, and increases customer loyalty.

Social Selling, pain points, and other issues related to it. It helps you learn more about the prospect’s pain points or situation which will help you land a sale.

Step#3: Join and participate in LinkedIn groups

LinkedIn is a powerful social networking site that can be used by customers and prospects to connect with each other.

When you join LinkedIn groups related to the industry that you are selling in, you will get instant notifications whenever new members join or post content.

This way, you will always be up-to-date on the latest developments in your field and have an opportunity to engage with potential clients who might be interested in your service.

Social Selling, action list, and reward techniques. Get recognition with the social media community by putting yourself out there to be seen – create content (articles or videos) and build relationships that can help you land a lead from LinkedIn when they are ready to buy your solution.

The most important CRM skills for any sales rep are the effective prospecting process, and proactive connection-building strategies like using social media and because nearly every salesperson today uses social media, you will need to learn how to make the most out of it for your business.

Step#4: Contribute to existing conversations about your brand

One way to get involved in the social selling process is by contributing your thoughts, opinions, and insights about your brand to existing conversations. This will help you build relationships with potential customers who are interested in what you have to offer.

You can also participate in discussions that take place on industry-specific forums or blog posts. Doing this will allow you to engage with potential clients who share similar interests and expand upon the knowledge base of your business.

Step#5: Ensure that you contribute to conversations on a regular basis

Staying up-to-date with the latest conversations across different platforms is important to generating leads via social media. If you are not interested in all of the posts or if your participation doesn’t add value, then it won’t be beneficial for your business and may lead prospects away from engaging with you because they perceive you do not contribute much value by this method.

Your participation must be genuine and you should not just post simply because you are your brand’s spokesperson. Your contribution can be highly targeted to the niche that provides maximum value for your customers, but without putting time into learning about who likes what in specific industry sectors.

This allows prospective prospects to learn more about a new product/service by reading both positive as well as negative feedback on all brands mentioned within it.

Step#6: Provide value by sharing relevant content

The purpose of social selling is to create valuable pieces of information that will help attract leads and improve your business. When you post content that is helpful and relevant, it sparks conversations around topics people care about.

This will help build relationships with prospects, encourage them to engage with your brand, and eventually convert more leads into paying customers.

Measuring Social Selling Success

Measuring social selling success

There is no one-size-fits-all answer to measuring social selling success.

However, some key indicators you can use to measure the effectiveness of your campaigns include:

1) Number of leads generated through social media channels

2) Engagement rates – how often do people interact with your posts (likes/comments, shares, etc.)?

3) Conversion rates – how many leads convert into paying customers?

Social Selling Statistics

Social selling Statistics

Social selling techniques include sharing relevant content, interacting directly with potential buyers and customers, personal branding, and social listening.

Global sales on social media platforms are at 560 billion dollars in the United States in 2020. It’s estimated that by 2026, the value of social commerce sales would be around 2.9 trillion dollars. dollars. In the future, online purchases will be even more popular.

Here are some of the social selling statistics:

  • According to a survey, social selling has allowed 31% of B2B professionals to intensify their relationships with their clients.
  • More than 10% of social sales reps have closed 5 or more deals as a result of their activities on social media.
  • Social sales generate over 50% of revenue across 14 major industries, with 75% of B2B buyers and 84% of C-level executives being impacted by social media when making purchasing decisions, according to 48% of companies.
  • 78% of salespeople who engage in social selling are outselling their counterparts who aren’t.
  • In general, retail, travel, hotels, movie, music, electronics, and beauty are the best-selling products on social media.

FAQ on Social Selling

  1. What does social selling mean?

    Social selling is a sales technique that involves building relationships with potential customers through social media platforms like Facebook, Twitter, and LinkedIn.
    When you are social selling, you are constantly interacting with potential customers by responding to their questions, providing helpful advice, and sharing your products or services with them.
    This helps you build trust and rapport with them, which in turn makes it easier for you to sell them your products or services.

  2. How can I use social selling to my advantage?

    There are a few ways you can use social selling to your advantage. First, make sure that you are using the right social platforms.

    For example, if you are targeting online shoppers, make sure to use platforms such as Facebook, Twitter, and LinkedIn. Second, be strategic in your social selling.

    For example, if you know that a certain customer is likely to purchase a product related to a particular hobby or interest, then be sure to engage them and offer special discounts. If you don't, then you may lose that customer due to your lack of effort.

  3. How does social selling work?

    Social selling is a sales process that uses social media platforms like Facebook, Twitter, and LinkedIn to build relationships with potential customers.

    The goal of social selling is to develop a relationship with the customer where the salesperson can provide valuable information and help the customer find the best product or solution for their needs.

    Once you have built a relationship with the customer, you can then sell them products or services through your social media channels.

  4. How do I start social selling?

    Social selling is a great way to market your products or services to potential customers. It involves engaging with other people in your target market on social media platforms like Facebook, Twitter, and LinkedIn.

    The first step is to create a profile for your business on one of these platforms. You will need to provide information about your company, products and services, and how you can help your target market. 

    Once you have created a profile, the next step is to start following people who are relevant to your target market. This will allow you to learn more about their needs and interests, and eventually convert them into customers. 

    It is also important to be active on social media platforms. You should share interesting content related to your industry and products, as well as answer questions from followers. This will build trust and credibility in the minds of potential customers.

  5. What are the benefits of social selling?

    The benefits of social selling include:

    1. Increased leads and sales. 
    2. Increased brand awareness. 
    3. More engaged customers. 
    4. Better customer relationships.

  6. What does social selling look like?

    Social selling is a type of selling where you build relationships with potential customers by engaging in conversations with them on social media platforms.

    When you are social selling, you are not just trying to sell your product or service; you are also trying to build a relationship with the customer. This helps you identify any needs or concerns that the customer may have and then provides solutions to those problems. 

    By doing this, you can create a loyal customer base that will continue to buy your products and services even if you are no longer working as a salesperson for your company.

Q: What does social selling mean?

Social selling is a sales technique that involves building relationships with potential customers through social media platforms like Facebook, Twitter, and LinkedIn.

When you are social selling, you are constantly interacting with potential customers by responding to their questions, providing helpful advice, and sharing your products or services with them.

This helps you build trust and rapport with them, which in turn makes it easier for you to sell them your products or services.

Q: How can I use social selling to my advantage?

There are a few ways you can use social selling to your advantage. First, make sure that you are using the right social platforms. For example, if you are targeting online shoppers, make sure to use platforms such as Facebook, Twitter, and LinkedIn. Second, be strategic in your social selling. For example, if you know that a certain customer is likely to purchase a product related to a particular hobby or interest, then be sure to engage them and offer special discounts. If you don’t, then you may lose that customer due to your lack of effort.

Q: How does social selling work?

Social selling is a sales process that uses social media platforms like Facebook, Twitter, and LinkedIn to build relationships with potential customers.

The goal of social selling is to develop a relationship with the customer where the salesperson can provide valuable information and help the customer find the best product or solution for their needs.

Once you have built a relationship with the customer, you can then sell them products or services through your social media channels.

Q: How do I start social selling?

Social selling is a great way to market your products or services to potential customers. It involves engaging with other people in your target market on social media platforms like Facebook, Twitter, and LinkedIn.

The first step is to create a profile for your business on one of these platforms. You will need to provide information about your company, products and services, and how you can help your target market. 

Once you have created a profile, the next step is to start following people who are relevant to your target market. This will allow you to learn more about their needs and interests, and eventually convert them into customers. 

It is also important to be active on social media platforms. You should share interesting content related to your industry and products, as well as answer questions from followers. This will build trust and credibility in the minds of potential customers.

Q: What are the benefits of social selling?

The benefits of social selling include:

  1. Increased leads and sales. 
  2. Increased brand awareness. 
  3. More engaged customers. 
  4. Better customer relationships.

Q: What does social selling look like?

Social selling is a type of selling where you build relationships with potential customers by engaging in conversations with them on social media platforms.

When you are social selling, you are not just trying to sell your product or service; you are also trying to build a relationship with the customer. This helps you identify any needs or concerns that the customer may have and then provides solutions to those problems. 

By doing this, you can create a loyal customer base that will continue to buy your products and services even if you are no longer working as a salesperson for your company.

Conclusion

In conclusion, social selling is a valuable process from both an organizational and individual perspective. By implementing this process, you can turn your organization into one that leads your niche. 

Social selling is a powerful way for you to take your professional skills and utilize them as part of another successful business endeavor. 

As an organization, social selling allows you to create more deals with potential customers; however, it also allows the employees within your organization to market themselves and make their own sales.

Author

My goal with Shop eGrow is to make an all-in-one eCommerce Growth Portal. I will share tools, tips, and resources I have researched and used on my ecommerce journey. If you have any questions regarding the above, please do not hesitate to contact me by using the contact page.

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