Beyond LinkedIn: Mastering Social Selling for B2B Growth

Carew International posted a recent LinkedIn survey asking, “Which area of sales do you think requires the most innovation in the next 5 years?” The answer was clear: Social Selling Techniques. In today’s digitally connected world, social selling isn’t just a buzzword – it’s a crucial component of any successful sales strategy.

But many sales professionals and leaders struggle to effectively leverage social media platforms. It’s time to ditch outdated sales tactics and embrace the dynamic world of social selling.

Here are some strategies to consider…

Optimize Your Social Profiles

Social profiles are like your digital storefront. Make sure your profile pictures, bios, and descriptions are polished and accurately reflect your brand (personal or company) – professionalism counts!

Pro Tip: Identify and include keywords relevant to your industry and target audience in your profile. This makes you easier to find in searches.

Listen

Social selling isn’t about blasting out your sales pitch to anyone and everyone.?It starts with actively paying attention to what your target customers are saying online (pain points,?industry news,?etc.).

Pro Tip:

• Follow relevant hashtags and industry leaders.
• Use social listening tools to track mentions, conversations, and industry trends.
• Engage thoughtfully with potential customers’ posts and in relevant discussions to demonstrate interest.

Build Thoughtful Relationships

Think of social selling as a networking event,?not a billboard.?Focus on providing value and building genuine connections before making a sales pitch.

Pro Tip:

• Share valuable content (articles,?insights) relevant to your audience.
• Comment on others’ posts and offer helpful perspectives.
• Answer questions and ask questions to get to know your prospects’ concerns and interests.
• Personalize your outreach messages,?showing you understand their needs.

Establish Yourself as an Expert

Creating your own blog posts,?videos,?or infographics positions you as a thought leader within your industry.

Pro Tip:

• Share your insights on trends or challenges your target audience faces.
• Repurpose existing company content into easily shareable formats.
• Don’t be afraid to express your unique perspective.

Additional Tips:

• Target the Right Platforms:?Don’t spread yourself thin. Focus on the social networks where your ideal customers spend their time. LinkedIn is a powerhouse for B2B, but consider niche platforms relevant to your industry.
• Network Strategically:?Connect with, learn from, and genuinely support others in your field. Offer to make introductions and build relationships based on mutual value.
• Play the Long Game:?Social selling is about building trust over time. Resist the urge for immediate hard sells and focus on providing value.
• Personalize Your Outreach:?Research prospects and tailor your messages to their specific pain points and interests. Open-ended questions that reveal true GAPs will guide your approach.
• Communicate with Purpose:?Keep your messages concise and focused. Frame your offerings as solutions to the prospect’s challenges.
• Leverage Groups Wisely:?Find and join relevant industry groups. Participate actively to expand your network, share insights, and position yourself as an expert.
• Track and Measure: Monitor your engagement, website traffic, and leads generated through your social selling efforts. What is working, what isn’t? Use these strategies to improve your social selling efforts over time.

This article originally appeared here.

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About the Author: As a Client Partner and Certified Trainer with Carew International, I collaborate with clients to understand their unique business realities and develop training programs that are perfectly customized to their organizations.?I am one of many Carew team members who experienced the power of our training at client organizations and later joined Carew. When I'm not selling or facilitating memorable training, I cherish time spent with my husband, Kevin, and my son, Chay. I also love boating on the beautiful lakes in Maine!

Carew International is an award-winning sales and leadership training company, and I would love to be a resource for you!?Email: [email protected]