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There is an old saying which goes like, “Necessity is the mother of invention,” and companies are created based on the necessities of the people. Now, we need to be clear that the receiver is not just an individual common man, but also an entire company.
It does not matter whether your target audience is a B2B or a B2C, because when it comes to convincing them to purchase the products and services of your brand. You have be transparent and earn their trust, so you can eventually lead them to buy your product or service.
Allow the process to be more organic!
Your sales team are the people who are assigned to spread the word about your brand to the customers and then bring about sales. This is where Social Selling comes into the picture, you pitch your products and services to your customers through social media. Let’s proceed further by keeping our focus on the B2B sales.
Your sales team can increase your B2B sales by using multiple social media platforms and connecting with your target audience. However, LinkedIn is a effective medium that can help you enhance your social selling for your business. This networking site was launched in the year 2003 with its headquarters at Sunnyvale, California in the USA and was designed specifically for professionals.
“Concentrate on the activities of prospecting, presenting and following up; the sales will take care of themselves.” – Brian Tracy
These are the few ways in which LinkedIn can fuel your journey in becoming a Social Selling superpower:
This platform encourages you to build a solid ground for your brand before you jump into marketing and selling your products or services to your prospective customers or existing clients. A client will repel from anything which would be forceupon them, therefore, you need to practice an effective and organic way of implementing social selling.
The next step you can simultaneously take after you strengthen your presence is to find the right audience who will be interested in your products and services. The LinkedIn Builder will help you to find the profiles of the 2nd and the 3rd-degree connections related to your business which will make it easier for you to figure out the appropriate crowd.
Your 2nd-degree connection will have someone in common with any of your connections who are referred to as 1st-degree connections at LinkedIn. Therefore your sales team can request the people under 1st degree to introduce you to the people under 2nd degree who you consider as your prospects and eventually pitch them with your products and services. This medium can help you with your social selling in an effective manner.
“Thinking about prospects does not qualify as prospecting.”– Mark Hunter
You can join a LinkedIn group that has similar preferences as yours or join groups that might be indirectly or directly needing your goods and services, which simply means your prospects. Get your sales team to post at least one or two content in a day, that specifically revolves around your brand, or any relatable topic on business matters which would increase your goodwill, and are equally useful to your customer base.
There is an option for LinkedIn Pulse which updates you with the latest articles on time so that you can immediately them share with your connections. Social selling is a lot harder than directly selling your inventory and services, because you should inculcate a certain level of trust in your customers regarding your brand and then, carry on with your sales.
You are aware that in B2B sales you are exchanging with people who already have the appropriate knowledge about the goods or services they are buying, and you simply cannot lure them to make purchases from your business without some solid reasons. LinkedIn is a great way to get B2B leads!
Nurturing is an important aspect of any relationship once you build it, you need to look after it in every way possible. Similarly social selling also requires you to nurture the bond you establish with your customers or prospects.
LinkedIn helps you nurture your leads in several ways. One of the ways is where you can get introduced to a prospect through your connections in a cordial way. It also has an InMail option in its premium package wherein you can send an impromptu message to the people (including the key decision-makers of any company) you want to connect with and sound professional at the same time.
The premium account can be tried for free for at least a month, and don’t you think this option makes a lot of sense? You get to try it for free! The points that have been mentioned above are assimilated by LinkedIn to evaluate your performance based on the usage of their facilities by your sales team. They call it the social selling index score and the higher you rank the better it is for your business.
LinkedIn has been doing its best to enrich your social selling process and ease it at the same time. Now that you understand how this platform can be useful for your B2B sales, the perks don’t end there as they also have LinkedIn Sales Navigator.
Which is an application that helps you to aim at specific groups or individuals who you or your sales team think to be valuable for your business initiatives. This is extremely useful as it is time-consuming and daunting to find target groups.
The app also facilitates your team to figuring out consumer behavior through high-end research and analyzing tools which will eventually help you to engage with your connections in an efficient manner. If you learn to use this app to its full potential, it is going to help you increase your social score index, and a high score means you are doing something good for the growth of your business.
The advantages of being a part of this platform are that you will be able to communicate with the stalwarts of the sales zone, keep in touch with important updates and captivate your connections in a significant way. This platform will also notably push forward your social selling.
We are made to respect and listen to those people in our lives who have more experience than us, and there is something about the people who have lived before us, of course not everybody will make sense but most of them, do.
I am speaking about the experience over here because you need to know that LinkedIn has been in this business for more than a decade, and it has seen and been through innumerable changes in the business world. The important thing is that it has adjusted with every change and has been going with the flow.
It is loved and trusted by professionals, and will surely help you carry out your B2B sales in a coherent way, by backing you through your social selling strategies.
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