Social Selling is therefore a digital showcase visible to its direct and indirect audience.
To create and develop these links, a long-term, structured, active and organised approach is needed, focused on the target and its issues.
And follow the key steps.
4 essential steps to successful social selling
1: Take care of your profile
The profile is the showcase that exposes the added value you offer. It mixes personal content (but from a professional point of view) with that of the company (an example here :www.linkedin.com/in/dominiqueseguin ).
The objective is to be credible and attractive: it is necessary to take care of this presentation and to pay attention to the photo, the presentation of experience and motivations. The tone must be sincere, the content complete and relevant, authentic, each piece of information must be useful and interesting in order to make people want to get in touch. In terms of form, the starting point should be the visitor's needs. For example, prefer " I help salespeople convert leads "For example, prefer "I train in sales techniques" to "I help managers analyse their figures and make decisions", which is more effective than "I am a management controller".
The profile is a static shop window that should make people want to enter the shop and that is turned into a benefit for its audience!
2: Develop your contacts
Second step: connect the whole ecosystem, from near or far (which will be all the easier if the profile is good) and deploy from this central point a maximum of connections, like circles in the water.
You have to look everywhere in your network, your professional relations, your friends, your partners, your suppliers, your meetings etc. In absolute terms, there are no limits, apart from those imposed by the social network platforms.
Developing contacts requires a logic of quantity: as soon as you have an entry point, you connect.
3: Moving from static to dynamic
It is a question of being active, of animating your network by adopting a content strategy It's about being active, animating your network by adopting content that you will distribute to your audience, either by self-production or by curation (like relaying information seen on the web). Interacting will also be important, i.e. commenting and sharing content from your own network.
For all this, it is better to have, if not an editorial line, at least a coherent axis, such as sharing interesting elements that will help your contacts to reach their own objectives, thanks to your production.
Social Selling is a communication tool that allows you to be present in the minds of your contacts and your contacts' contacts without the need to be present or manage a schedule of phone calls. Be inspiring as well as inspired, develop your presence as a person rather than a brand.
4: Entering into a commercial conversation
We can then move on to "to trust", entering into a "one to one" logic.
Having created the "to like" and the "to know", the conditions are met to generate commercial conversations while remaining totally and sincerely decentred on the interlocutor, i.e., as we have seen, remaining in interesting rather than interested mode.
Move up a gear!
Social Selling is a powerful tool that enables communication from "one to many" to "one to one", in other words, it brings marketing and sales together.
Repositioning your business can be vital in a difficult situation. Find out more about the different stages of this process in this webinar:
