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The best way to answer the question is to take a step back and look at just what social selling is. As a simple definition, social selling is prospecting using modern technology, as opposed to the traditional methods. Social selling is the point at which sales and social media merge. In much the same way that e-mail became integrated with selling, social selling is the process of combining social media platforms and general sales efforts to fill pipelines.
The key components of any social selling strategy involve social listening, social searching, social prospecting and internal social networks. Social listening is the method by which a company tries to find the people out there searching for their products or services. No matter what line of business a company is in, people are out there looking for a company providing what they do. Social listening is the attempt to filter through and refine a company’s “listening” so that they can find those people looking for what they provide. Social searching is similar to listening, but it involves looking for people asking for a specific recommendation on a product or service. There are millions of such requests monthly on Twitter alone – social searching helps you find the ones suited to what you offer. Social prospecting is using the social connectors you have in place – LinkedIn would be the best example – to reach out to potential new customers. This may involve something as simple as asking for an introduction, or more involved aspects of data mining to find the right people. And lastly, any social selling strategy needs a good internal network so that information can be stored – and more importantly shared – across the organization.
To learn more about how social selling, please contact Intellitec Solutions at 866-504-4357
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