Social Selling, Why does it matter?
Social selling is the new buzz word in the hyper connected world we are in today. Traditionally, selling has always been social even before social media channels came into existence. The sales process revolves around relationships, networking and leveraging your existing network. However, in the last few years selling process has undergone a sea of change with arrival of web 2.0 and social media channels.
Social selling is the process of using social networks to improve the prospect of sale and discover new sales opportunities. From a buyer’s perspective, online and social channels provide easy access to information about the products/services they aspire to buy. Also, social conversations tend to have greater impact on the buyers decision as compared to traditional sales and marketing tactics. Social selling is all about recognizing this fundamental shift in the buyer behavior and acknowledging a more informed and connected consumer. Simply put, social selling is an inevitable consequence of change in buying behavior. 60 to 70% of the sales process happens through online channels without involving a sales person. Here’s an interesting video that explains the transformation of selling process with the advent of social channels.
Traditional Selling vs Social Selling from WSI World on Vimeo.
So, why does social matter when it comes to closing a sale? Selling is a complicated process especially in a B2B context which involves multiple stakeholders within the buyer organization. Selling is all about being in front of the prospective buyer at the right time when there is a requirement and listening to social voice of the customer can definitely help in this process. Listed below are some ways in which a sales person should leverage social media channels.
- Understanding the buyer organization: A sales person could use social channels like LinkedIn to better understand the organizational structure of a target account. Identify the right decision makers and influencers within the organization.
- Discover new opportunities: Most consumers are explicit in expressing their aspirations on social channels, for any attentive sales person this information could be invaluable. Listening attentively to your customers on social channels will definitely help in identifying new sale opportunities.
- Get to know your customer: Social channels can be extremely useful in getting to know your customer better. Customer’s social conversations can often lend a context and perspective to their requirement. This context can be extremely useful during initial meetings to demonstrate interest and understanding of the buyer’s requirement.
- Leverage your network: Successful sale always depends on leveraging your network effectively (Who you know). Social channels like LinkedIn make it really easy to leverage your existing network to connect with the right decision makers and prospective buyers.
Social selling demands a new way of thinking about the sale process. Time to start social selling is now! If you’re a sales person embrace the social networks and get in front of your buyer at the right time and at the right place armed with the right information.
Future Cities Of Floating Villas And Parks, Made From Ocean Plastic | FastCompany
The Maas river runs through France, Belgium, the Netherlands, and empties into the North Sea. It also carries huge amounts of Europe’s trash from its cities into the ocean. Inspired by what’s floating by, Dutch architect Ramon Knoester and his firm WHIM have spent the last four years dreaming up ways to turn one of our greatest environmental ills into built utopias on water. Knoester’s latest vision: Floating parks and villas.
The world map of social networks. Looks like Facebook strongly dominates in most countries.
This is super cool graphic. Inspired by Game of Thrones.
If Cities were smarter then life in cities would be better