Social selling uses the seller’s personal brand to build relationships and add depth to their network. By providing content, knowledge and recommendations, the Social Seller helps their customers, and in turn benefits from the acquired trust. Sales growth will start to increase once enough value has been added to the network.
Surely you’ve noticed how the Internet and Social Media have transformed Sales and the customer journey. Customers now tend to obtain their information online via Google or Social Media. Buyers easily acquire recommendations and first-hand information about a vendor from their personal network, without having to contact the vendor directly. This has created a new discipline of sales: Social Selling. Social Selling employs Social Media like LinkedIn, Facebook or Twitter for the full range of sales activities: whether it be lead generation, project and opportunity management, or business and account management. Social Selling integrates marketing and sales. By combining a suitable social media strategy with “shareable” posts on your website or profile, your offering will reach exactly the people who are interested in YOUR topic.
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Social Selling is not a hard sales strategy but combines marketing and sales into a personal approach.
Hard Sales Strategy – the old way
- Create or buy a list of potential customers (database)
- Cold Calling
- Impersonal e-mail to identified potential customers
- Sales department does not cooperate with marketing
Social Selling – the new way
- Use of strategic networks
- Use of live data via social networks such as LinkedIn or Facebook
- No calls
- Personal emails to interested persons (new and old network contacts)
- A mix of marketing and sales
The key to success in Social Selling can be summarized as follows:
MAKE IT RELEVANT – MAKE IT PERSONAL
Successful Social Selling requires a clearly defined marketing strategy outlining the value proposition, positioning, and target customers. It also requires the correct use of digital marketing tools, such as search engine optimization (SEO) or content marketing. The actual sale flows directly from the marketing strategy and is personally and individually tailored to the customer and his needs – unlike the ‘hard sell’!. Social selling is a holistic sales process that combines real events, shareable social media content, meetings in real life and follow-ups.
We are excited to help you grow your sales with Social Selling.
At JMutzner GmbH, we will work with you to assess your current situation and define your objective, and then determine the next steps that will help you reach your goals. We support your digital transformation and ensure that your offer is seen and found by your target group.