Social Selling started with a good intention. Unfortunately, many Botswana Email List wastes their potential. What if we changed things? How to do Social Selling, real, good? Think Social Helping. The definition of Social Selling is simple. Social Selling is the art of prospecting on social networks. Social networks are excellent levers for prospecting new customers, for several reasons. First, social networks are a mine of information. By integrating LinkedIn with your sales prospecting strategy, for example, you can know the identity of your point of contact in a target business, their background, and even their expectations by analyzing the posts they share or like. Then, social networks are an integral part of the buyer’s thinking.
The modern buyer uses social networks to develop skills, to understand and solve their problems as well as, more directly, to make their purchasing decision. Social Selling is therefore naturally an essential strategy for prospecting new customers. But now, prospecting on social networks cannot be improvised. We are not going to talk about the famous private messages we receive on LinkedIn, copied/pasted, which contain a first name other than ours … Hello Kevin, I am delighted to have you in my network. Did you know that I can help you…. Blah blah and BLAH! Sorry, I’m Ludo. Not Kevin, nor Laura, or Marguerite. Here is a nice drift of Social Selling. The ultra-promotional copy/paste that doesn’t add value.
What is Social Selling? Definition
The excesses of social selling. Let us come to even more comical experience feedback. Sébastien, the agency’s business developer, once received a private message from LinkedIn. The salesperson offered to buy an industrial product for which he was the expert. It is well known when you work in a Digital Marketing agency, every day you need an industrial machine. Come on, a good old copy/paste of families. But where it gets interesting is that this message emanated…. FROM ONE OF OUR CUSTOMERS! A salesperson that we had started to sensitize about Social Selling. Hard isn’t it? Another interesting feedback that will illustrate the mess that Social Selling becomes: As part of Personas’ work for one of our clients.
We interviewed dozens of general managers in the industry. When asked if they use LinkedIn, they were unanimous: I have a LinkedIn account but I no longer go there because every time I connect, I see prospecting messages! Mistakes to avoid when doing social selling. That’s it, we’re there. Social Selling had to be a way to bring value and finally, Social Selling disgusts decision-makers in social networks. So how do you do it? Death to Social Selling, Long lives Social Helping! I want to challenge you. To challenge us even. What if we finally used Social Selling to add value? What if we stopped wanting to sell on social networks as we have done cold by phone for decades?
The excesses of Social Selling
Because that’s the problem. Many salespeople prospect on social networks as they prospect by phone. Prospecting the old-fashioned way on innovative platforms, right? Social Selling is not that. Doing Social Selling in this way cannot be profitable. So yes, it can work from time to time. You send hundreds of copy/paste messages, you can win a customer. OKAY. But you can also stand on the Town Hall square in your underwear all day and shout out a commercial description of your offers. Here too you can win a customer. How to generate leads with your visitors. The challenge of prospecting on the Internet and social networks, the challenge of Digital Marketing, and the Generation of Leads.
In other words, Social Selling should allow you to set up a prospecting strategy that works regularly and apply it on a large scale. The modern buyer in the face of Social Selling. You know it: the decision-maker is fed up with receiving sales prospecting messages. He receives commercial prospecting calls that he did not want. He receives commercial prospecting emails that he has not requested. Now he is receiving private commercial prospecting messages on social networks. How can you get the attention of the decision-maker in this way? Especially since with the Internet, he has all the information he needs just a click away. The modern buyer has become much more demanding.