Social selling is an effective way to generate leads. Unlike cold calls, the interested party determines the moment of contact. Direct communication This makes them more open and more willing to consider the offer. And this is how “social selling” works: potential interested parties are researched on the business platforms XING and LinkedIn. They are made aware of them in a sequence of direct messages – and in the best case scenario, converted into leads.
Tools on XING and LinkedIn
With XING ProBusiness and LinkedIn Sales Navigator, the two platforms offer special, paid social selling tools. An advanced search function bc data singapore makes it possible to find the right B2B decision-makers in companies of a certain industry, size and region. The employee sends contact requests to these people in order to network with them. Direct communication The B2B decision-maker now has the opportunity to take a first look at the company. If the person belongs to the target group, there is a good chance that they will accept the contact request. Then comes the more demanding part: pointed messages should arouse interest in buying.
Every communication situation has its rules
Writing messages that trigger a feeling of need without seeming clumsy is an art. Unlike in a personal conversation, there is a spatial, temporal and psychological distance between the sender and the recipient. There is no norm that requires estonia phone number data you to respond to a stranger’s messenger message. This makes it much more difficult to motivate the latter to respond. In order to successfully conduct social selling, the rules of the written medium must be observed. Putting yourself in the shoes of the potential interested party is the basis for any success.
Pursue clear goals
Every message has a clear purpose. Direct communication The author must be clear about what he wants to achieve. The following four goals prepare the acquisition:
- Acceptance of contact by recipient.
- Arouse interest by asking open questions (e.g. “how” or “why”) related to the person’s activity. The recipient will at least briefly consider the topic.
- Arouse needs through the advantages of your own solution for the potential B2B customer: a few, clear sentences about the product and company and how the other person can benefit in their everyday work.
- Suggest a non-binding telephone call.
completion of the social selling process
If the person responds to the request for a conversation, the social selling process was successful – and the employee can pass the lead on to the betting email list sales colleagues. If the person does not respond, they receive one last message for the time being. In this message, the employee politely expresses his regret that the person cannot deal with the topic at the moment and wishes them all the best. This has the following psychological effect: Direct communication the recipient gets the feeling that the offer that interests them is being withdrawn. To prevent this, the person often responds anyway.