Written by Rick Rea
Social Selling Definition and Why It's a Must In Today's Market
Social Selling Definition
Is Social Selling Social Media Advertising? No
Is Social Selling Social Media Marketing? No
What is Social Selling?
Definition of Social Selling:
Social Selling Definition is taking all the advertising and the marketing out of social media, and gives salespeople the ability to laser target prospects and establish themselves within their social tarket market network. Fo most that are good at social selling can practically eliminate cold calling.
Social Selling Builds Relationships
Why Is It Important To Build Online Business Relationships
Expert Social Selling Tips To Build Online Business Relationships
10 Reasons Why Social Selling Is Important!
Your Prospects and Clients Are Already Engaged in Social Selling
Social media is the number one place for product research. Recent study of 100 Tweets containing the phrase, "Can Anyone Recommend", shows that brands who actively engaged with those tweets received a positive response more than 60% of the time. This represents a higher engagement rate than both email marketing or cold calling! Wow!
4 Pillars of Social Selling
1. Create a Professional Brand
B2B buyers are very selective and only work with people they can trust. Professional brands shows you are an active participant in your industry. It leads to more inquiries from prospects. It leads to more responses to your communications.
2. Focus on the Right Prospects
Social Selling enables you to find and connect with prospects more effectively than traditional sales. Over 76% of buyers feel ready to have a social media conversation and identifying prospects that meet your established criteria – such as role, function, or industry.
3. Engage with Insights
Position yourself as a subject matter expert by sharing relevant industry content, commenting on news alerts, and build yourself as a professional brand. Over 62% of B2B buyers respond to people that connect with common insights and opportunities. Salespeople can broaden their leadership by staying up-to-date with prospect news, and by identifying new contacts or decision makers.
4. Build Trusted Relationships
Build trust with prospects and clients by sharing your perspectives and helping provide relevant information to common pain points. Have genuine conversations and focus on the needs of the prospect first, selling second.
Measuring Social Selling Success
Important to understand what Social Selling is and the ability to measure it. Quantify the value of social selling, LinkedIn produced the first-of-its kind social selling measurement – The Social Selling Index (SSI). The Social Selling Index is scored on a scale of 0 – 100 based on your LinkedIn activities relating to the 4 pillars of social selling. In our internal study, we’ve found a strong correlation between achieving sales goals and sales reps with high SSI:
- 45% more sales opportunities
- 51% more likely to hit quota
- 78% of social sellers outsell peers who don't use social media
- 3X more likely to go to club
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Rick Rea &