Listen to the most downloaded B2B sales podcast in the world Social networks have come a long way since the days of MySpace in the mid-2000s. As a sales professional, you should have a well-thought-out ideal customer profile. This profile should include key information about who your buyers are. In the case of B2B companies, this can include the size of the company that would benefit from their product, the amount of revenue it would generate, and its organizational structure.
Once you have your ideal customer profile, use this information to determine which social media platforms they are most likely to be active on. For example, if you work for a B2C company and you're targeting Generation X and millennial consumers, you'd be better off focusing your efforts on Facebook than on Tik Tok. On the other hand, if you sell B2B and are looking to have direct access to experienced professionals, LinkedIn can be a more productive platform to focus on than Pinterest. When it comes time to buy a new product, buyers feel more confident in their decision knowing that the product has the seal of approval from another purchaser.
In fact, 83% of shoppers say that word-of-mouth recommendations influence their buying decisions. Social media can be a powerful tool for prospecting and connecting with new contacts, especially for those working in B2B sales. If your company sells to other companies, LinkedIn should be a key tool in your prospecting process. In addition, if you work in B2B sales, it's also worth doing a competitive analysis of your ideal customer's competitors.
By knowing what your potential customer is facing in your industry, you'll be better prepared to start a sales conversation knowing exactly how your product can meet their needs and support the growth of your business. Marketers who tag outbound content have the ability to perform more detailed analyses. For example, the River Island fashion store has more than 160 active tags that apply to content to collect more qualitative information, such as consumer preferences for UGC content compared to the brand's official photographs. It pays to know your audience.
When brands demonstrate that they understand the wants and needs of their customers, 43% of consumers will buy from that brand before the competition. Matilda Schieren is the director of content strategy & Operations at Sprout Social, where she focuses on editorial planning, production and process. As social platforms increase their investments in commerce solutions, companies are following their example. 86% of executives say that social commerce is an increasingly important part of their marketing-driven revenue plan.
Think of this social selling tool as a practical way to keep all your brand's conversations on social media in one place. Whatever platform you use to reach your unique audience, be sure to adopt the best selling practices on social networks. You can also add more details to existing Salesforce records to inform future conversations about selling on social networks. In short, social media sales allow your company to focus on business prospects on social media and establish a good relationship with a network of potential customers.
Sales Navigator, LinkedIn's professional social media sales tool, can help you target the right potential customers with personalized communications and better understand your performance with detailed analysis. For example, natural skincare company SoKind uses basic principles of selling on social media in this Facebook post. Data and best social practices suggest that visual content helps marketers achieve social objectives more than text-based posts, but your audience may be different. Social selling is a new approach to selling that allows sellers to focus on prospecting and establish a good relationship through existing connections.
Social listening contains the answers to your company's most pressing questions, and with knowledge comes power. When you think about selling on social media, the first thing that comes to mind are unsolicited advertisements or direct messages from brands that try to make you see their products. .