Social Selling, an Impeccable Way for Small Businesses to Increase Sales

by Appsierra Jun 19 ,2018   /  

Social Selling

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Social Selling, a phenomenal procedure for building relationships as part of the sales process, takes place primarily through social networks like Linkedin, Twitter, Facebook and Pinterest. It might also take place offline.

Gaining favour and popularity amongst different industries, It is utilized more in the B2B(business to business) industry and has always been a part of the C2C(customer to customer) or the direct selling industry, but since the past decade, it has also gained popularity in the B2C( business to customer) companies. The most important point to be kept in mind is that social selling is not an equivalent of Social Marketing. Social selling’s centre of attention is the Sales Professional rather than the Marketing Professional.

Why do we Require SocialSelling?

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Lead generation has proved to be one of the biggest obstacles for small businesses. In case of larger companies, a huge team is dedicated to generating all the leads and the sales. Whereas in case of smaller businesses a single person, most probably the owner takes all the responsibilities in his own hand, in other words, the production, marketing, administration, lead generation, sales everything is taken care of by just a single man. This generally does not leave time for a proper lead generation. In absence of leads, we run dry on the sales. This problem is taken care of by “Social Selling”.

Getting Started with Social Selling (Step by Step)

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Follow the steps mentioned below to plunge into the world of Social Selling

1. Optimizing social media profiles

Firstly you should concentrate on optimizing your social media profile. If you start your social selling initiative on a serious note with an obsolete and incomplete profile, your attempt will be of no good use. Your profile should assist you to build a good enough reputation with your customers as a reliable advisor who’d be able to bring in new and innovative insights into their business.

2. Join Linkedin Groups and Other Similar Forums

Go through the customer profiles and look for appropriate opportunities. Try and learn more about the groups your customers are a part of. You might even join the groups on larger industry trends so that you can remain up to date about the challenges your buyers encounter.

3. Organize Social Listening Alerts

It’s always better if you take to Google Alerts or any other social listening tool, to set up notifications or reminders informing you about the times when the prospects or customers are going through a trigger event or are posting about a potential sales opening.

In this way what happens is that an alert or a reminder is able to immediately allow you to get involved in a discussion with your customers, therefore you are able to provide some useful advice or help to assist them.

In cases like that of hiring a new CEO or expansion of the business, you should be able to provide immediate help.

4. Subscribe to as Many Blogs as Possible

You’ll probably require some theme to talk about your opportunity on social media, for this you require having knowledge about what your buyers are sharing with the help of their blogs. It's always better if you subscribe to these blogs to receive reminders about new updates. Share the posts which you think possess the potential to attract your buyers.

5. Seek Referrals

When you have already decided, which all stakeholders you would like to know more about, visit their LinkedIn profiles and check for common connections. Subsequently, you can request an introduction from your mutual friends.

How to Engage with your Buyers

Engagement is the vital element for social sharing. Keep in mind that social networks are not to be utilized as new platforms on which you can spam. Every interaction undertaken should be thought about, useful and personalized. You should post attractive content more often for the target buyers but avoid the process of simply linking them to your own company’s content. Finally, we see that social engagement is available to us in four important forms connecting, sharing content, liking and commenting.

Measurement sometimes becomes the harder part of social selling as the effects are not always linear but that does not mean that it can’t be measured. On a magnified scale, a company can choose to include a “social” source of deal options to their CRM (Customer Relationship Management) software in order to keep a check on the number of customers accrued from social selling. Reach out to an organization with the best sales professionals for improved social selling and better lead generation