February 19, 2015
Social selling: Connecting with prospects via social tools, such as LinkedIn, Twitter, and Facebook. In action, it looks like answering prospect questions and sharing helpful, timely content. These consistent interactions nurture prospect relationships until they are ready to buy. As with inbound marketing, social selling focuses on being helpful and relevant, rather than disruptive.
The reality is that consumers and B2B buyers conduct thorough research online before they make a purchasing decision.
In addition to searching for relevant content, they ask questions on social media and post comments on industry forums. Before they agree to speak to a sales representative, they are looking online for answers, advice, and guidance
Social selling recognizes this fact, and allows your team to be there at that critical point in the buying cycle, when prospects are researching their options. It ensures that when they are asking for advice, your company is there to guide them through their decision-making process.
For example, let’s say many users are critical of a competitor’s customer service policies. A part of your strategy could be highlighting your brand’s stellar customer service reputation with case studies and testimonials.
On LinkedIn you’ll find qualified prospects interacting in professional groups. On Twitter, you’ll find them debating a trending topic or sharing industry news. On Facebook, you can find them by using Facebook ads to target users based on their interests, job title, employer, and location.
Here’s a great example of social selling in action. Let’s say a prospect asks the following question on Twitter: “Does anyone have a recommendation for a solid financial planning service? We’d like to offer our clients assistance with their portfolios.” Your team can then send that prospect a white paper or article explaining the benefits and uses of your financial planning website.
555 8th Avenue
New York, NY 10018
ABM Content Marketing
Wordpress web design
B2B Content Agency
IT company website design
Marketing for IT Companies
B2B lead generation
Make smarter, data-led choices and grow your B2B business boldly.