Social Selling for B2B
Posted: Sun Dec 22, 2024 6:53 am
The importance of companies’ presence on social media is no longer news to the B2B market. Can companies use Social Selling as a resource to boost their results? The answer is 100% positive. In fact, this is a great opportunity for companies that want to stand out in the market, as well as increase customer acquisition and retention.
Investing in a Social Selling strategy for B2B is essential for this new market moment, especially for Information Technology (IT) companies that work with essentially digital products/services. B2B companies need to understand, once and for all, that their potential Customers are not just other companies, but rather the decision-makers involved in the purchasing process. Therefore, it is necessary to reach these interlocutors, interact and nurture a relationship that can be transformed into a new business opportunity.
Social Selling: Understand the Concept
Social Selling X Social Media Marketing
Decrease in Cold Calls
Alignment with new consumer behavior
International Expansion
Social Selling: Understand the Concept
Have you ever had a problem and sought out a coworker to help you find a solution? Perhaps your coworker put you in touch with an expert or introduced you to a service or product that helped you solve the problem in question. This behavior is quite common in professional environments when we seek help from someone we trust and who we know can help us in an honest and genuine way.
In simple terms, we can say that Social Selling follows the thailand telegram viral same pattern, but conducted on social media. It is a simple way for Sales and Marketing teams to connect with potential and current Customers, offering genuine help (content) on their social media profiles.
Unlike Content Marketing, which aims to offer the right information at the right time, Social Selling's main objective is to create relevant conversations and interactions between your company's Marketing and Sales professionals and your audience (current customers and prospects ).
Social Selling X Social Media Marketing
A very common mistake made by companies is to confuse what Social Selling and Social Media Marketing are.
Content Marketing, shared on social media, is something done through company channels. Social Selling is an action carried out by team members on their personal channels. In other words, it is when one of your salespeople shares content related to the sales universe, as a way of contributing to the success of their audience, something that can consequently turn into a future sale.
It is important to emphasize that it is interesting for employees to use and share the content published on the B2B company channel as a way to initiate an interaction. However, Social Selling's main focus is to generate a discussion on the topic, create a dialogue and initiate/nurture a relationship between the interlocutors.
Why can B2B companies benefit from Social Selling?
One of the major consequences of digital transformation is changing consumer behavior. And this revolution is not exclusive to the B2C market. There are many benefits that Social Selling can bring to B2B companies.
Decrease in Cold Calls
Cold calls have been part of the reality of B2B salespeople for many decades. However, contacting potential customers in a “cold” manner to offer a product/service is no longer an efficient strategy for B2B companies .
Therefore, instead of spending hours making calls that don't bring any results, your company's salesperson can dedicate a few hours a day to social media, generating greater interaction and increasing the chances of bringing in new customers. In other words, better use of working hours and better results for the company.
Alignment with new consumer behavior
As we always emphasize, it is very important to understand that behind the purchase/sale operations, there are individuals who are the decision makers and who want to bring the benefits of technology into their daily work. This means that B2B Customers are increasingly well informed, advancing in the purchase process long before they have their first contact with a salesperson , for example.
Therefore, it is up to the Marketing and Sales teams of B2B companies to understand how to use new resources to attract more Customers, increase sales and retention. Social Selling is one of the resources that can be integrated into strategies and bring several benefits to organizations.
International Expansion
Entering a new market used to be an extremely laborious and costly mission for B2B companies. Social Selling actions allow companies to test their potential and possibilities in foreign markets. By creating content and interacting with audiences in different countries, salespeople and marketers have the opportunity to recognize the space for B2B companies in new markets.
Social Selling for B2B companies is still something new, so there is plenty of room for professionals to stand out and bring more results. It is up to leaders and managers to encourage the practice within organizations.
Investing in a Social Selling strategy for B2B is essential for this new market moment, especially for Information Technology (IT) companies that work with essentially digital products/services. B2B companies need to understand, once and for all, that their potential Customers are not just other companies, but rather the decision-makers involved in the purchasing process. Therefore, it is necessary to reach these interlocutors, interact and nurture a relationship that can be transformed into a new business opportunity.
Social Selling: Understand the Concept
Social Selling X Social Media Marketing
Decrease in Cold Calls
Alignment with new consumer behavior
International Expansion
Social Selling: Understand the Concept
Have you ever had a problem and sought out a coworker to help you find a solution? Perhaps your coworker put you in touch with an expert or introduced you to a service or product that helped you solve the problem in question. This behavior is quite common in professional environments when we seek help from someone we trust and who we know can help us in an honest and genuine way.
In simple terms, we can say that Social Selling follows the thailand telegram viral same pattern, but conducted on social media. It is a simple way for Sales and Marketing teams to connect with potential and current Customers, offering genuine help (content) on their social media profiles.
Unlike Content Marketing, which aims to offer the right information at the right time, Social Selling's main objective is to create relevant conversations and interactions between your company's Marketing and Sales professionals and your audience (current customers and prospects ).
Social Selling X Social Media Marketing
A very common mistake made by companies is to confuse what Social Selling and Social Media Marketing are.
Content Marketing, shared on social media, is something done through company channels. Social Selling is an action carried out by team members on their personal channels. In other words, it is when one of your salespeople shares content related to the sales universe, as a way of contributing to the success of their audience, something that can consequently turn into a future sale.
It is important to emphasize that it is interesting for employees to use and share the content published on the B2B company channel as a way to initiate an interaction. However, Social Selling's main focus is to generate a discussion on the topic, create a dialogue and initiate/nurture a relationship between the interlocutors.
Why can B2B companies benefit from Social Selling?
One of the major consequences of digital transformation is changing consumer behavior. And this revolution is not exclusive to the B2C market. There are many benefits that Social Selling can bring to B2B companies.
Decrease in Cold Calls
Cold calls have been part of the reality of B2B salespeople for many decades. However, contacting potential customers in a “cold” manner to offer a product/service is no longer an efficient strategy for B2B companies .
Therefore, instead of spending hours making calls that don't bring any results, your company's salesperson can dedicate a few hours a day to social media, generating greater interaction and increasing the chances of bringing in new customers. In other words, better use of working hours and better results for the company.
Alignment with new consumer behavior
As we always emphasize, it is very important to understand that behind the purchase/sale operations, there are individuals who are the decision makers and who want to bring the benefits of technology into their daily work. This means that B2B Customers are increasingly well informed, advancing in the purchase process long before they have their first contact with a salesperson , for example.
Therefore, it is up to the Marketing and Sales teams of B2B companies to understand how to use new resources to attract more Customers, increase sales and retention. Social Selling is one of the resources that can be integrated into strategies and bring several benefits to organizations.
International Expansion
Entering a new market used to be an extremely laborious and costly mission for B2B companies. Social Selling actions allow companies to test their potential and possibilities in foreign markets. By creating content and interacting with audiences in different countries, salespeople and marketers have the opportunity to recognize the space for B2B companies in new markets.
Social Selling for B2B companies is still something new, so there is plenty of room for professionals to stand out and bring more results. It is up to leaders and managers to encourage the practice within organizations.