Social Selling. #whadayatalkingabout?
Research Supports the Power of Social Selling
If you're skeptical about conducting business using social selling, recent research adds to the credibility of engaging with social media. Here are a few examples:
- 75% of B2B buyers use social media to make buying decisions. (International Data Corporation (IDC))
- 50% of B2B buyers use LinkedIn as a source for making purchase decisions. (IDC)
- 76% of B2B buyers prefer to work with recommendations from their professional network. (IDC)
- More than 72% of sales people using social selling as part of their sales process outperformed their sales peers and exceeded quota 23% more often. (Aberdeen Group)
Efficiently Connect with the People Who Matter
LinkedIn isn't intended to replace face-to-face interactions; instead, it optimizes your ability to know more about people you've met or are about to meet. With over 332 million members on the world's largest professional network, LinkedIn facilitates successful lead generation by enabling sales professionals to easily find their targeted prospects.
Create a Great Profile Directed at the Buyer
Don't Sell... Listen, Publish, Engage, Build
Remember this is a social medium. You'll turn off a prospective connection if you sell, particularly with your first communication. Instead spend time engaging, learning, and exhibiting sincere interest. Join groups they are currently in. Listen to the conversation, participate and pay attention to your prospects involvement.