1. Trigger selling

Using triggers is one of the most effective methods of converting prospects into buyers. A trigger is a content that attracts prospects to move them into the decision stage. Prospects work on the different types of content to help them with the decision. 

A Gartner study found that customers who felt information from suppliers helped them advance in their jobs were 2.8 times more likely to experience high degrees of purchase ease and three times more likely to buy a bigger deal with less regret as a result.

Your sales team needs to have easy access to content that they can easily publish on social media accounts in order to create enough information to attract their target audience. Provide your sales team with information that will make it easier for your sales team to help your prospects make decisions.

2.   Referral selling

You can skip multiple steps on a prospect's sales cycle with a referral from a satisfied customer. Referral selling takes advantage of existing customer relationships. 

Another way is to have your sales team use LinkedIn Sales Navigator to identify who is connected to your prospect. If someone is connected to their prospect's account, they have immediately identified a potential referral source. Make sure your sales team sends a warm and friendly LinkedIn InMail or email to this referral source, highlighting the value your company can offer them and asking them to make a referral. 

Provide your referral source with a template of your message. Make it simple for them to follow through and introduce you. By doing so, you reduce their effort, and they will be more likely to help you.

3.   Insights selling 

Insight selling is all about targeting. With social media, you have more ways to touch your target audiences. To get more B2B sales, you have to drill down into your target audience. These are the keys to making social media work for you. Without a high level of targeting, it's impossible to make social media work.

That's why Facebook has invested heavily in advanced targeting options in recent years. Consider getting your sales team familiar with LinkedIn Sales Navigator, which can assist them in targeting the right prospects with personalized communications. 

Final Thoughts 

Social media appears and feels like a marketing tool. It's actually much more than that. Focus On Relationship Building. The best B2B companies are not interested in selling on social media; they are interested in building relationships. Before you can sell to your prospects, you need to build relationships first. You want your prospect to believe that the company they're buying from knows what they're talking about.

It can take as many as ten touchpoints to actually secure a sale. Usually, companies don't spend the time necessary to build relationships with their customers. They quickly give up and move on. Don't fall into this category. Think of it this way: If you're already using social media as a marketing tool, why don't you take advantage of it for sales optimization too? Adding social selling to your sales strategies can help you find and connect with more people. 

Lastly, don't think of Social Selling just as a way to reach out to new potential customers on social media, but as a way to connect with your current customers, gain their loyalty, and win them over again and again.

Grow better with Zooloo, we are happy to help you get started with digital transformation, please contact us at sales@zooloo.asia.

• Pick up some marketing tips from our “How to” blog series 
• Read about The Digital Transformation Journey
• Learn more about our “Digital Backbones”

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