With the rise of the Internet and social networks, the notion of social selling has gradually imposed itself in sales jargon. In fact, the buyer now has 24/7 access to information about the products or services that interest him. We can even speak of a reversal of powers: the Rwanda Email List customer is already largely aware of the offers offered, the classic discourse of salespeople is no longer so powerful . 60% of the buying decision would be made even before the buyer meets the seller.

This figure raises a sizeable stake for the salesperson: to renew his speech and adapt it continuously to the person to whom it is addressed. This is where social selling comes in. Salespeople have the possibility, thanks to social networks in particular, to contact their prospects at any time, and to obtain a lot of information on their profile in order to better target their communication. 92% of the best salespeople already use it, so why not you? Find out what are the advantages of a social selling strategy and how to apply it to your business.Definition of social sellingSocial selling appeared in 2009, as part of academic research. Linkedin then relied on this theory to launch, in 2013, a new software offer, Sales Solutions. This solution is based on the contact base that each user has on social networks to make it a sales force. Thus, social selling is an approach which consists in using social networks in the search for new customers . It would therefore replace cold calling, which is less and less effective today. Cold calling tends to be annoying, because it is considered too intrusive and poorly targeted. On the contrary, social selling allows you to better understand your target market and generate new leads..

This social selling action is primarily used by salespeople in the B2B sector, and mainly on the social network LinkedIn.Social selling training webconversion digital prospectingWhy orient your strategy towards B2B social selling?Social selling is a powerful weapon for business development . As professionals are widely present on social networks, it is essential that salespeople are too. Indeed, the amount of information they can collect about their potential prospects is enormous, whether it is through the posts they like, share or comment on, the people they follow, the pages to which they are subscribed. … By sorting through all this information and selecting the most relevant, it allows them to better personalize their contact.. Customers, even B2B ones, are indeed no longer interested at all in spammy messages sent to hundreds of people. On the contrary, they are much more sensitive to those who are addressed to them personally. For example, during a traditional telephone canvassing, only 1% of calls lead to an appointment. In addition, be aware that 59% of decision-makers no longer wish to deal with salespeople and 75% make their purchase choice on the internet.

Social selling therefore seems to be an appropriate response to face this paradigm shift. Salespeople are still prospecting, but the personalization of their messages and their presence on social networks humanizes the relationship they forge with the prospect. The latter then accepts contact much more easily.Once the business prospecting has been completed, social selling is a wonderful sales tool. 54% of salespeople say they have made at least one sale thanks to social selling !How to do B2B social selling effectively on Linkedin?Social selling is a relevant solution to deploy in your search for B2B leads, that’s for sure. But how can you be as efficient as possible?Measure your Social Selling Index (SSI)Before you begin, measure your Social Selling Index so you know where you are starting from and how you stack up against your peers. According to Linkedin, “ The Social Selling Index (SSI) measures your effectiveness in establishing your professional brand, finding the right people, communicating with the right information and building relationships. “.

The 4 pillars on which the Social Selling Index is based (establishing a professional brand, finding the right people, exchanging information, building relationships) are each rated out of 25, thus giving a score out of 100. One person very little Active would score around 20, while a very active person would score between 80 and 100.Take care of your personal profile to create your professional brandA salesperson on Linkedin must embody a professional brand and an expert in his field of activity. Your profile should therefore not be created as a CV, but should allow you to highlight what your buyers are looking for in you . Your buyers will not be looking for a salesperson who obtained such and such a degree 20 years ago, but a specialist in such and such a field. Your LinkedIn profile should then reflect the way you present yourself during a professional meeting.

It is especially important to take care of this one because it is the first impression you will give of yourself.So, put a professional photo, take care of your presentation title, offer a summary that presents your skills and explain your way of putting your knowledge and know-how at the service of your customers. In addition, do not forget to put a Call To Action with your contact details to invite your prospects to get in touch with you.