BY Jessica Helinski
To stay competitive, sellers must revisit social selling tips to ensure they are engaging in best practices. B2B buyers and their habits shift, as does technology. And sellers may get lax in how they approach this type of selling.
Smart reps know that they should keep their practices polished to connect with buyers online.
It’s important to remember that social selling is so much more than posting and sharing. As Sam Driver explains, it involves thought and strategy.
“It involves strategic listening, observing potential clients’ online activity, understanding their needs, and then initiating conversations that provide value.”
The best social selling tips to review
One of the best practices every seller should revisit is engaging in social listening. This involves tracking and analyzing social media conversations to understand customer behavior, industry trends and other insights. It can also shed light on your brand image.
Monitoring things like keywords, mentions of your business, industry trends and competitors can be valuable, writes Swetha Amaresan.
She shares her tips, and sellers should compare their own practices to ensure they align:
- Using a listening tool cuts the hassle of manually searching for mentions and keywords across social media. Instead, tools automate the process and send you alerts for anything important.
- Focus on specific key topics and keywords that relate to your business, and update them as your business evolves. For example, monitor your solution’s name, ideal customers’ industry terms, etc.
- Use hashtag research to find niche accounts and engage. Share tips and recommend your product in relevant conversations.
Social media reveals changing customer trends. Social listening best practices ensure you don't miss out.
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Over 20% of B2B buyers say they consider vendors based on their digital content. This reveals the impact quality content can have on decision-
Content can help build trust and position you as an authority in your industry, rather than just promoting yourself. Hootsuite shares that 34% of social media users will unfollow an account for being too self-promotional.
Additionally, you’re immediately giving prospects something that can help their business. This demonstrates authenticity and dedication, and it also builds credibility.
According to Donny Kelwig, these are successful ideas for high-
- Short videos with trending sounds on Instagram and TikTok
- Lengthy and informative videos on YouTube
- User-
generated content from current clients - Kind and inclusive images and messaging
As Driver explains, making quality content a priority will pay off.
“By consistently offering valuable content, you attract potential customers, facilitate meaningful sales conversations, and organically boost your brand reputation.”
Be consistent
Of all the social selling tips, this may be one where most sellers tend to slack. It takes time to craft, post, engage and share. Sellers may start with the best intentions of being consistent. But over time, these tasks may get neglected.
“Establish a content calendar to keep track of what you’re posting and when,” Driver advises.
“Mix it up with a variety of content types — blog posts, whitepapers, user-
Don’t forget to create alerts to remind you of when you should post — or even just hop on a network to scroll and engage. This can help you get into the habit and make it a routine.
Social selling is a powerful strategy for building relationships, engaging with prospects and supporting your brand image. But sellers must use best practices to reap those benefits.
Regularly revisit and refine your social selling practices. This ensures you're always engaging with your audience in the most effective and authentic way. Keep these tips in mind to strengthen your approach, foster trust and ultimately drive more business.
Photo by Swello