Social Search
And that's normal; the truth is that the alternative, cold calling, has numbers that would discourage even the bravest salesperson.
According to several studies by Gartner and Harvard Business Review, around 92% of cold calls and emails are systematically deleted and ignored.
That means that, with this approach and if your contact-to-customer conversion rate is 5% (which would be a very good rate) you would need to make 250 cold calls to be able to close a potential customer.
I already told you that the numbers were discouraging.
However, social selling can help improve the situation.
What is social selling?
Social selling is about leveraging the potential of social media in the sales process.
And this works both ways: social media to find information about a company or a VIP contact and/or social media to push content to them.
This approach is often used in B2B environments as, according to bulk sms turkey some figures, 57% of purchasing decisions are made before the first sales contact.
So it seems that social selling has a bright future.
Searching for information on social networks
To launch into social selling , sales teams bring their network of contacts to the table.
The most widely used networks today for this type of task are LinkedIn and Twitter.
Social media is a wealth of information about companies, of course, but also and above all about people. Official pages on Facebook, Twitter or LinkedIn publish figures on the health of a company, its latest signed contracts... All of this is useful information for adapting our commercial offer. In a social selling
approach , it is important not to neglect human beings. Isn't a business relationship a relationship between two individuals? It is therefore important for an account manager to know the decision-makers he has before him. This allows him to add that human touch that, in some negotiations, can make the difference.
