5 Tips to Master the Art of Social Selling in B2B Space

Marketing, Sales, Technology | 7 minutes to read

03rd May, 2018

It wasn’t that long ago when the only way to generate new leads was to pick up the phone directory, zero-in upon some local businesses and then start calling them one by one to pitch your products and services.

This is fortunately not the case today. Today, in this era of digitization, social selling has emerged as a new age selling practice that has turned the tables for businesses. So, what is social selling all about?

Social selling is all about leveraging the extensive reach of social media to build engagement with prospects and make use of the same for a positive personalized sales interaction.

It is indeed a less intrusive, conversion-oriented, long-term strategy that focuses on building long-lasting relationships. Research conducted by International Data Corporation (IDC), reveals that 75% of B2B buyers and 84% of C-level executives use social media to make purchasing decisions.

While social selling is an art, it is a specialised science also which requires both – discretion as well as understanding of human nature, both are such things which can easily be mastered with little diligence.

While the buzz is on, it is also important to get on this trend wave in the most effective way. Some tips which can help you master this social-selling game:

Be present
Make sure you have optimised profiles so that you don’t get lost in the herd. You don’t want to be seen as old-school, right!

Be yourself 
Automated liking or commenting is easily distinguishable from a human response. People like to engage more with humans rather than with chat bots.

Listen
Only by efficient social listening, will you be able to put together a customised message for your prospect.

Add Value
Hard selling or promotional pitches are quick recipes to lose the game in the social world. By aiding your prospects with valuable insights, you will help them in making informed decisions.

Nurture
It’s all about building relationships. Be it congratulating a prospect on a new job role or sharing your thoughts on his recent media coverage, it’s important to show that you are listening.

So, what are you waiting for? Rather than making cold calls or sending intro emails to prospects, why not try social selling and increase your chances for a possible conversion?

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