Social Selling uses social media to boost marketing and sales. Social sellers search for, select, listen to and interact potential prospects via social media. Social selling enables you to identify, speed up and/or grow your business.

1. IS SOCIAL SELLING
ESSENTIAL?
WHY
by
Social Selling uses social media to boost marketing and
sales. Social sellers search for, select, listen to and
interact potential prospects via social media. Social selling
enables you to identify, speed up and/or grow your business.
The buyer is king. They
decide on content and support,
the time and the place!
Define the challenges,
expectations and needs
of your market
Identify your targets,
prospects and
customers
Observe
them!
Give before you receive:
talk but not necessarily
about yourself
over 3
billion
The number of people
on the web
2 hours
15 minutes
Average daily time
spent on social media.
90%of buyers prefer to
search for information
themselves than to be
cold-called.78%
Percentage of reps who practice social
selling and who have increased their
sales as a result.
EMPOWERMENT
Foster your corporate digital
culture and trust others
PERSEVERENCE
AND REGULARITY
Success is not just three
clicks away. PLAN AHEAD!
EMPATHY
Don’t flood the terrain,
you risk losing your closest
customers, diluting your
information and spreading
it too thinly.
The digital transformation
of YOUR marketing approach
Social Selling is a consequence of the digital transformation.
This figure rises to 74% for the 18-35 demographic.
67% of web users often or systematically search the web before making a store
purchase.
57% of B2B purchasing decisions are taken long before a buyer reaches out to a
rep.
Buyers and decision-makers form an opinion or viewpoint based on Google searches
or social media.
For example, IBM saw an increase of 400% in sales after its marketing teams adopted
social selling (based on a one-quarter trial).
In 2013, LinkedIn bounced back by
popularising social selling software, which
gears LinkedIn’s database to sales forces, as
it previously did for human resources.
Preempting the pre-purchase stage
Use content: your sales teams need to share information in the right place,
at the right time, with the right people, who will validate your expertise and
know-how, demonstrate the performance of your product/service
and provide solutions to prospects’ problems.
Social selling is sector tracking turned to competitive advantage.
What content should you share?
News, graphics, in-depth articles, studies,
special reports, interviews, customer
case studies, and white books! The
possibilities are (almost) endless.
Update your profiles regularly.
Pace your posts and explore specific
themes (with a hashtag for each topic on
Twitter for example).
Monitor prospect pages to keep
up-to-date with their news and
understand their needs.
Tricks and Tips
1
2
3
4
5
6
7
Identify new contacts, their
relationships with your competitors, and
track changes.
Join groups, comment on posts, take
part in discussions.
Monitor who reacts to posts.
Engage a dialogue with your followers
A long-term approach
Prerequisites!
Present on too many social
networks with no time
to update them.
Failure to assess the
results of your actions.
Prolonging the conversation
and not picking the right moment
to pitch your sale.
Social selling traps
Sources : blog.hubspot.com, Infographie Social Selling CEGOS,
Social Media Examiner, 2016 Social Media Marketing Industry report,
Invox.fr, CCM Benchmark Institute / Eulerian Technologies,
Business2community.com, Guide Internet Marketing 2017 by EBG
Would you like to discover or improve your social selling potential on LinkedIn?
Visit: www.linkedin.com/sales/ssi