The Power of Social Selling: A Guide to Boosting Sales on Social Media – Digital Media Calendar
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The Power of Social Selling: A Guide to Boosting Sales on Social Media

  • October 18, 2023
  • Posted By : 360
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If you’re new to the concept of social selling, don’t worry; we’re here to guide you through it all. Despite the word “social” in its name, social selling is distinct from traditional social media marketing and advertising. However, it’s closely related to social media, focusing on building relationships with your ideal prospects. Social selling has emerged as a modern approach to finding and engaging with potential customers. Statistics reveal that a staggering 90% of sales professionals are embracing social selling techniques, with 64% achieving their sales targets through this method. Curious about how social selling could benefit your business? This comprehensive guide will illustrate its value to your bottom line. Let’s dive in!

What is Social Selling?

Social selling is a strategy that harnesses the power of social media platforms like Facebook, LinkedIn, and Twitter to directly connect and engage with your target audience. It’s all about establishing meaningful relationships with potential customers, replacing the traditional practice of cold calling. Importantly, it does not involve aggressive or direct sales tactics.

The sales landscape has evolved over the years, emphasizing the importance of building strong and trusted relationships with your customers. Leveraging social media for sales positions you as an industry expert and a trusted authority in your field. This sets you apart from competitors still relying on traditional sales techniques.

Social selling utilizes social media to identify promising prospects, enhance brand visibility, and forge relationships with potential customers. This strategy ensures you stay top-of-mind with potential buyers, making your brand the first choice when they’re ready to make a purchase.

Social Selling in Numbers

To understand the impact of social selling, let’s delve into some compelling statistics:

There are approximately 3.5 billion active social media users globally as of 2019.

89% of high-performing sales professionals integrate social networking platforms into their sales strategies.

LinkedIn is the platform of choice for 70% of modern sales professionals, surpassing Facebook (64%) and Twitter (43%).

Social selling programs contribute to better pipeline management, higher win rates, and approximately 48% larger deals.

Sales representatives employing social selling report a 31% higher return on investment compared to those adhering to traditional sales methods.

A significant 84% of C-level executives use social media to inform their purchasing decisions, while 75% of B2B buyers rely on it for their buying choices.

33% of users prefer connecting with brands through social media rather than phone calls.

Research highlights that top sales professionals who outperform their peers by 51% consider social networking platforms as “very important” to their success.

39% of B2B professionals credit social selling for reducing lead search time, while 33% cite an increase in lead generation.

The Two Facets of Social Selling: Outbound Prospecting and Inbound Marketing

Successful social selling involves a dual approach encompassing outbound prospecting and inbound marketing. Let’s explore how these two techniques work together:

Outbound Prospecting: This initial phase entails identifying and understanding your prospects and establishing direct connections with them. The goal is to identify candidates most suited to your products and services.

Inbound Marketing: The second phase revolves around relationship building. It involves sharing valuable content that attracts qualified prospects, drawing them toward your brand.

Social selling empowers sales professionals to target high-quality prospects, build rapport, and close deals using these two integrated marketing techniques.

Benefits of Social Selling

Embracing social selling brings numerous benefits to your sales process:

  1. Time Efficiency: Social selling minimizes or eliminates the need for cold calling. Research indicates that 39% of B2B professionals have experienced reduced time spent on researching accounts and contacts through social tools.
  2. New Opportunities: By engaging in social selling, you can identify decision-makers seeking recommendations within online groups. This interaction would be inaccessible through traditional methods.
  3. Building Real Relationships: 31% of B2B professionals attest to social selling tools enhancing their client relationships. Social selling fosters authentic interactions and rapport-building with prospects. Sharing content addressing their needs and pain points positions you as a trusted source of information.
  4. Increased Lead Generation: A survey reveals that one in three B2B professionals credits social selling for generating a higher number of leads. This modern approach not only attracts quality leads but also drives sales growth.
  5. Enhanced Customer Retention: Social selling aims to build trust and maintain contact with previous customers in a non-intrusive manner. It eliminates the need for constant check-ins and provides an easy means of availability.

The Best Platforms for Social Selling

Several social media platforms can serve as effective tools for social selling, depending on your target audience:

  1. Facebook: With 2.6 billion monthly active users, Facebook is ideal for community-building and sharing diverse content formats, including links, articles, and visual media.
  2. LinkedIn: As the world’s largest professional networking platform, LinkedIn is pivotal for B2B sales professionals. It allows for in-depth networking and engagement with decision-makers
  3. Twitter: Twitter’s 280-character limit compels concise, engaging messages. It’s an excellent platform for promoting events, web content, and gathering audience feedback.

Getting Started with Social Selling

Embark on your social selling journey with these essential steps:

  1. Set Clear Goals: Define your objectives and choose metrics aligned with these goals. Monitor key performance indicators such as conversations initiated, meetings scheduled, and deals closed.
  2. Choose the Right Platform: Identify the social media channels where your target audience is most active. Platforms like LinkedIn and Twitter are ideal for B2B and decision-maker engagement.
  3. Create a Professional Profile: Encourage your sales team to build professional social media profiles specifically for social selling. Include professional photos, compelling bios, and relevant content sharing.
  4. Connect and Engage: Actively interact with thought leaders and prospects in your industry to establish credibility and foster relationships.
  5. Share Valuable Content: Consistently share content that addresses your audience’s needs and pain points. Become a go-to source of expert advice.
  6. Track and Measure: Monitor key metrics like reach, engagement, leads, and conversions to refine your social selling strategy over time.

Advanced Social Selling Strategies and Expert Tips

Elevate your social selling game with these advanced strategies:

  1. Go Offline: Transition online connections into real-life meetings. Personal interactions provide deeper insights into your prospects’ challenges and enhance your ability to offer tailored solutions.
  2. Request Referrals: Leverage your mutual connections to secure introductions to potential prospects.
  3. Listen to Customer Feedback: Address customer complaints and issues promptly, demonstrating your commitment to customer satisfaction.
  4. Share Success Stories: Showcase your expertise with success stories and testimonials, bolstering trust with your audience.
  5. Implement Social Listening: Use social listening tools to understand your prospects’ needs and monitor brand sentiment.
  6. Join Relevant Groups and Forums: Participate in industry-specific groups and forums to stay informed and contribute valuable insights without overtly promoting your products.

In the realm of social selling, success hinges on your ability to build genuine connections, share valuable insights, and adapt to the ever-evolving digital landscape. As you embark on your social selling journey, consider partnering with experts in the field to maximize your results.

Digital Media Calendar: Your Social Selling Partner

For businesses looking to harness the full potential of social selling, partnering with a professional social media marketing management company like Digital Media Calendar is an invaluable choice. We, at Digital Media Calendar, specialize in helping businesses leverage the power of social media for sales success.

When you collaborate with Digital Media Calendar, you’re partnering with the best in the business. Contact us today to explore how we can elevate your social selling game and drive remarkable results for your business.


Q1: What is social selling, and how is it different from traditional sales techniques?

A1: Social selling is a modern strategy that leverages social media platforms to directly connect and engage with potential customers. Unlike traditional sales methods that often involve cold calling and hard selling, social selling focuses on building relationships, establishing trust, and positioning yourself as an industry expert without aggressive sales tactics.

Q2: Why is social selling beneficial for businesses?

A2: Social selling offers several advantages, including time efficiency by reducing or eliminating cold calling, the ability to identify new opportunities, building authentic relationships, generating more leads, and enhancing customer retention. It aligns with the modern sales landscape, which prioritizes trust and credibility.

Q3: What are the best social media platforms for social selling?

A3: The most effective social media platforms for social selling depend on your target audience. LinkedIn is often preferred for B2B and decision-maker engagement, while Facebook and Twitter are suitable for various content formats and community building.

Q4: How can I get started with social selling?

A4: To begin your social selling journey, set clear goals, identify the right social media platform, create professional social media profiles, actively connect and engage with prospects and thought leaders, share valuable content and track your progress using key metrics like reach, engagement, leads, and conversions.

Q5: What advanced strategies can enhance my social selling efforts?

A5: Advanced social selling strategies include going offline to meet prospects in person, asking for referrals from mutual connections, actively listening to and addressing customer feedback, sharing success stories and testimonials, implementing social listening to understand customer needs, and participating in relevant industry groups and forums.

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