Social selling is a powerful marketing strategy that uses social media to attract prospects and convert them into customers. This “virtual selling” tool allows companies to achieve their sales goals without resorting to abusive cold calling methods, such as cold calling (in fact, only 1 to 2% of cold calls actually convert, according to LeapJob). While social selling users are 51% more likely to reach their sales quotas, thanks to this technique (source: LinkedIn, 2022).
To put it simply, this method is a process
that allows you to sell on social networks , by promoting the search for key profiles, the creation of quality content, personalized interaction… And this, from the accounts (mainly LinkedIn) of salespeople.
To speed up the sales cycle, it is not uncommon to extend the use of social selling to the managers or marketers of a company: at Plezi, we tested the experience… And we share our feedback with you at the end of the article
1.2 Social selling, or simple advertising 2.0?
Now you know what social selling is. Here’s what it’s not: sanitized, automated, personality-free advertising. Social selling is not the Bulgaria WhatsApp Number List same as mass prospecting, which is actually driving B2B buyers away today. Prospects now want to be autonomous: 65 to 90% of them prefer to consume information online, at their own pace, before making an informed purchasing decision , according to Forrester.
And this is where social selling is relevant
this sales technique allows you to offer educational and informative content to future customers , accessible on the news feed of their favorite B2B social network. These posts are not top-down advertising. On the contrary, they naturally create interaction between the company and its target.
And to facilitate this commitment, it is necessary
to embark your sales team as early as possible, on board the social selling ship. Even if the Bulgaria WhatsApp Number Database on your team remain in charge of the content to be created, who better than a salesperson as captain, to identify and deliver the right messages that will hit the target right in the heart… Without having to take out the oars?
1.3. Social selling B2C vs B2B: what are the differences?
“Social selling” is a practice that is suitable for all sectors, both B2C and B2B. However, the objectives and approach of this activity are not exactly the same, depending on the type of prospects or customers addressed.
For example, in B2C, the purchasing process
is much shorter. Individual consumers can buy a product quickly, after discovering an entertaining or engaging post online. With their social media strategy , B2C brands seek to generate visibility and engagement (or even virality), to trigger a desire to purchase quickly.
In B2B, the purchasing journey is much longer and generally involves several interlocutors in Mailing Data the decision-making process. On social networks, the objective is therefore to gain credibility by positioning yourself as opinion leaders in a sector or on a specific theme. And this, thanks to educational, informative and high added value posts. Brands are not necessarily looking for virality: what matters is to generate qualitative and lasting links.
And if you don’t know where to start
Here is our guide to Content Marketing: what content should you produce to generate your first leads?
Why is social selling crucial in B2B?
This form of social marketing is a powerful lever for B2B companies. Why limit yourself to mass prospecting actions, which often lack personalization? Or to sales forms, which are sometimes impersonal? Or to trade fairs, which allow you to reach a limited audience?
