Digital marketing has brought new strategies and terms to the marketing and sales teams, including “Social Selling”.
Do you know what concept is behind this term?
In this post, Amplifica explains what Social Selling is and what benefits it will bring to your company.
What is Social Selling?
A company's sales process involves a sequence of tasks that must be done efficiently. Each seller needs to use an approach method that brings them closer to the customer through communication channels that enable the building of a relationship, that's where Social Selling comes in.
In free translation, Social Selling means social selling, and it is nothing more than using networks like LinkedIn, Facebook, Twitter, and Instagram to generate relationships with your potential customers. In other words, Social Selling is the process of prospecting potential customers and relating to them on social networks in order to generate sales.
Instead of using a more direct and effusive approach, you seek out the customer with the company's customer profile and approach them to gain their trust. For this, you like posts, interact in groups and offer valuable content to build your credibility in the long run, without rushing to close sales. This process is based on the 4 Ps of Social Selling.
Do you know the 4 Ps of Social Selling?
In Social Selling there is a methodology known as the 4Ps that give clear direction to how you should act to be effective in the digital environment. Get to know them:
Posicionamento
The way your company places itself on social networks, through photos, description texts and posts that you make, should convey credibility to the visitor.
Prospection
It is not enough to expand your network of contacts, you must first qualify it. Avoid adding profiles at random and try to get closer and closer to those that are strategic for you. Follow the posts from these customers and get engaged. At the right time, start a dialogue and prepare for the next phase, which is proximity.
Proximity
Some companies even hire digital influencers to bring more customers closer. While this tactic is not fundamental, it makes it clear how important it is to create closeness and make your target audience feel comfortable negotiating with you.
Presence
It is not enough to do some isolated actions, just as it is not enough to post all day without a clear planning of your activities on the network. Having a presence is being in the right place, at the right time and for the right consumers. Get to know your business and your clientele well to be seen by those who really matter.
Discover the benefits of Social Selling
Social Selling brings numerous benefits to B2B sales, including:
In addition to the benefits pointed out through the data in the graph, we can delve into these:
Reduce the sales cycle
The available online tools and conversations on social networks will allow you to monitor and learn about people's preferences, questions, interests and opinions regarding a product or service, within a short period of research. Then, you can focus on other aspects of the sale that generate added value for customers.
earn reputation online
In addition to the quality of the product or service you offer, it's important to gain reputation online. This is achieved through product reviews and comments and optimization of the social profiles of the team, the company and its salespeople.
generate leads
With Social Selling, it is easier to attract potential customers, as, by offering content and useful value to users, it is possible to know the customer's concerns and provide solutions through social networks, which increases the possibility of gaining customer loyalty.
Optimize offline and online sales
Positioning your website and applying an effective social media strategy will help you optimize sales at all levels.
Realize that Social Selling is not focused on quick results. It is a long-term job, building a reputation, getting closer to the public, which will bring healthy growth to your company.
So, it requires continuous work to consolidate the seller's image as an expert that potential customers trust. However, it is a job well done that optimizes the sales process.
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