As a bonus, we recommend using LinkedIn’s “Social Selling Index” (or SSI) tool , which measures your social Align marketing selling performance. This indicator also provides you with areas for improvement, to strengthen your sales presence on LinkedIn and obtain more sales results. The higher your score, the more likely you are to generate leads: according to LinkedIn, salespeople with a high SSI generate 45% more opportunities than their competitors!
5 tips for a solid social selling strategy
Believing that publishing content on the Internet is enough to trigger a purchase is like wanting to go skiing in Marseille in the middle of August: it doesn’t make sense. It doesn’t exist. It’s impossible (unless we’re talking about water skiing, which is something else, but we digress…).
To truly capture the attention of prospects, build a strong relationship, and convert prospects into customers through social selling, here are our 5 key tips:
1- Define a content strategy adapted to the targets
Your content must answer the questions, problems and desires of your target. Without this, how can you Cameroon WhatsApp Number List make them understand that you are the number 1 expert capable of helping them?
When defining the Social Media strategy of each member of the volunteer team (commercial or not), always make this point a priority: the themes covered must be adapted to the needs of the targets.
Remember that their needs are not only
transactional. Purchasing is also an emotional and relational act (yes, even in B2B!) . So, think about varying the topics covered, to support the targets throughout their purchasing cycle, with content ranging from relational, to expertise, to transactional.
You can draw inspiration from the different types of marketing funnel to build this strategy.
2- Publish quality content
In social selling, the most important thing is not the quantity of posts you are going to publish. What will make Cameroon WhatsApp Number Database the difference is the quality of each content, and the recurrence of your publications. For example, rather than publishing one post per day only from the account of the sales manager of your company (and running out of steam after a month), we advise you to publish 2 to 3 LinkedIn posts per week, from each account of the sales team…
To ensure the quality of these publications, here are some good practices:
Always make sure that a post is about only one topic. Too many posts in a single Mailing Data content cannibalize the main information! Always ask yourself “what is the main message the reader should take away from this post?”, and don’t hesitate to repeat it within the content.
Vary the formats: carousel, post with photo (Humans are paramount on LinkedIn today!), infographics, etc. The information presented must be clear, structured and easily understandable. Have each publication reread by a partner in the company: if they have to read it twice to understand, it means that the quality can be improved.
Analyze your audience’s reactions
The best judges of the quality of content… They are your prospects! According to the feedback from your personas, adjust your messages. We also advise you to focus on content recycling: if a post has been socially validated by your target, then publish it again a few weeks later, to maximize your chances of attracting new prospects.
3- Cultivate your uniqueness
Yes, we said “your” uniqueness. Personal. Because social selling allows a company to emerge, thanks to the personal, embodied and unique communication of its employees. Don’t try to copy what your competitors are doing.
To stand out, invite your salespeople to be authentic and let their personality shine through. Both in the content and in the form of the posts. The content will be even more impactful!
For example, at Plezi, Henri (our acquisition manager) has chosen to communicate mainly by video, on LinkedIn. A dynamic format, in his image.
