Social selling is the art of using social media to build relationships, trust, and credibility with prospects and customers. It can help you generate leads, increase sales, and grow your network. But how can you adapt your social selling strategy to different industries? Here are some tips to help you sell more effectively in various sectors.
The first step to successful social selling is to understand your target market and their needs, challenges, and preferences. Research the industry trends, pain points, and opportunities that affect your prospects and customers. Use social media to listen to their conversations, questions, and feedback. Identify the key decision-makers, influencers, and stakeholders in each account. Tailor your content, messages, and offers to their specific goals and problems.
LinkedIn’s Sales Navigator is a great tool to help you achieve this. You can tap this link https://business.linkedin.com/en-gb/sales-solutions/cx/linkedin-sales-navigator to see if you’re eligible for a 30 day free trial before committing. Once you do commit, you can get a ROI on the first day, of the each month, if you use the platform properly. - Visit sales navigator - click search for leads - review all the filters. - take advantage of the filters. Apply accordingly. Also review the other social selling articles before going all in. I sell to many different industries and Sales Navigator has been fundamental to my growth within their industries.
Tailor your message. How many times have you seen Page 1) Cover slide 2) Intro 3) Magic Quadrant 4) Flashy Logo 5) Speed and Feeds. Do not be kill your audience by boring Powerpoint. Tailor insights as a story to your guest than a show and tell.
Jumping into the social selling pool without truly understanding your audience is like diving into murky waters. When you genuinely grasp your target market's world, you're not just shooting in the dark; you're creating meaningful connections and trust. And in the end, trust sells better than any pitch.
The second step to effective social selling is to provide value to your audience. Don't just pitch your products or services, but share useful information, insights, and solutions that can help them solve their issues or achieve their outcomes. Use social media to educate, entertain, and engage your prospects and customers. Share relevant articles, videos, podcasts, webinars, case studies, or testimonials that showcase your expertise and value proposition. Offer tips, advice, or recommendations that can help them improve their situation or performance.
Nobody owe you anything or needs to respond to you. You’re a stranger on the internet to them. You need to give them a reason to talk to you. Best way to do this is in the comments of their content. Add value to the topics they are discussing. Build relationships with the people who are commenting on their content. Engage in the comments that they leave on others post. Go out of your way to appreciate them for the content they are providing. AKA - PROVIDE VALUE. The people that contributed to this article https://www.dhirubhai.net/posts/skills-social-selling_building-trust-with-b2b-and-b2c-prospects-activity-7098062028300255232-TVLU provided a lot of value about providing value. Check it out.
Sales have shifted from pushing products to building relationships. By giving before taking, you not only earn trust but position yourself as a valuable resource in your industry. People buy from those they trust and see as experts. Keep it real and be of service.
The third step to successful social selling is to build relationships with your audience. Don't just connect with them, but communicate with them regularly and authentically. Use social media to start, join, or contribute to conversations that interest them. Ask questions, answer queries, give feedback, or express appreciation. Show genuine interest, empathy, and respect for their opinions and perspectives. Establish rapport, trust, and credibility with your prospects and customers.
I’ve got 1 key steps for this. Engage in their content. Don’t just say great post, add serious value. Give your perspective. Tell them what you liked. Respectfully, if applicable, tell them what you didn’t agree on. Have genuine conversations. Invite them to your LinkedIn audio events. Offer to host events together. Go out of your way to get to know this person. The people that contributed to this article https://www.dhirubhai.net/posts/skills-social-selling_building-trust-with-b2b-and-b2c-prospects-activity-7098062028300255232-TVLU provided a lot of value about building relationships. Check it out.
People can sense fake intentions. Be genuine in their business & stop talking about how awesome your company... they don't care. "Tell me something I don't already know" is key to building a solid foundation.
Social selling isn't a numbers game—it's about forging real connections. Instead of just being another business, aim to be a partner or friend in their online space. Remember, it's called "social" for a reason. Authentic interactions lay the foundation for lasting business relationships.
The fourth step to effective social selling is to leverage social proof to influence your audience. Social proof is the evidence that others have benefited from your products or services, such as reviews, ratings, testimonials, referrals, or endorsements. Use social media to showcase the positive results, experiences, or feedback that your existing customers have achieved or shared. Tag, mention, or thank them for their support or advocacy. Encourage your prospects and customers to check out or follow your social proof sources.
Social proof had 4000x my lead conversion. When I’m pitching potential clients, I let them know from the get go, “When I have revolutionised your sales process within 7 hours, I want you to leave me an honest LinkedIn recommendation.” People will contact you about this because I sell a lot and you’re going to sell s lot too. Therefore, if anyone ever reaches out to you to vet me, give them your time and I’ll always do the same for you. We’re in this together to help each other grow. For this reason, whenever people ask for a testimonial, I tell them, check out my LinkedIn recommendations and feel free to jump on the phone and talk to these people. They’re all my clients and happy to help you win too. Implement this today.
Trust is a big deal in today's market, and people trust their peers. When potential clients see others vouching for you, it's more compelling than any direct ad. It’s the online equivalent of word-of-mouth – always impactful. Keep amplifying those genuine endorsements.
The fifth step to successful social selling is to nurture leads until they are ready to buy. Don't just send them generic or automated messages, but personalize and customize your communication based on their stage in the buyer's journey, their behavior, and their interests. Use social media to follow up, remind, or update your prospects and customers. Send them relevant content, offers, or invitations that can move them closer to a purchase decision. Track, measure, and optimize your social selling activities and results.
This is exactly why you should qualify your leads before prospecting. I never have more than 10 leads in the pipeline at any given moment. Why? I don’t treat them like leads, I treat them like people I want to give my time and attention to in order to build a relationship with. LinkedIn is no telesales office. You should not be making 175 pitches a week. Take the time to qualify. Make sure they 1000% can benefit from what you’re selling. Do you’re research online, crunchbase etc, to understand if they’re in a position to buy. The follow up is dead. The future is consistent engagement. If they say no at first, keep doing what you did to get them on the call in the first place. Keep adding value, and don’t negate interest.
Patience and persistence are key. Pushing too hard can turn a potential client away, but nurturing them with value-driven interactions can lead to long-term loyalty. It's less about the immediate sale and more about building a relationship that stands the test of time. Always play the long game.
The sixth and final step to effective social selling is to ask for action from your audience. Don't just wait for them to take the next step, but guide them to the desired outcome. Use social media to create urgency, scarcity, or exclusivity that can motivate them to act. Ask them to sign up, register, download, subscribe, or buy your products or services. Provide clear, easy, and compelling calls to action that can convert them into customers or advocates.
Common action tactic which doesn't work anymore "If you don't act now, you'll lose out on the deal / offer / price / our commitment..." Customers are smart. False compelling reasons to ask clients to commit are no longer working anymore.