Image Source: Flickr
B2B sales is a challenging field. Sales reps are expected to master complex business and sales processes, while also having the emotional intelligence necessary to build trust with their target audience. To succeed in this environment, you need to navigate it as quickly as possible. If you’re not already using social media within your business, then now may be the perfect time to start. Here are some tips for your B2B sales team: how to make your business more social for your prospective customers.
Build strong relationships with your leads
Social media marketing is a tool for building relationships. When you build trust with B2B buyers, they are more likely to be enthusiastic about your product or service. You can do this by creating a customer-centric culture within your company. This involves fostering an environment where everyone is helpful. Create a positive work environment, and your team will be more likely to show genuine interest in their customers. This will also have the bonus of encouraging your team members to be social — those who are more likely to take the time to chat with their customers. Building strong relationships with your leads is also a great way to stay ahead of any potential issues and nurture customer loyalty. As a salesperson, you are likely to encounter customers who are unhappy with a certain aspect of their business. If you’ve built strong relationships with your leads, then you’re better placed to deal with any issues before they escalate.
Don’t be afraid to share why you do what you do
When you’re selling, it’s easy to get caught up in the day-to-day details of your job. This includes the ins and outs of your company’s products and services, as well as competitor analysis. Social selling, however, offers a great opportunity to share a little more about the reasons you do what you do. This could be anything from discussing the core values of your business or the inspiration behind your products. While you don’t need to go for a “sales pitch”, you do want to make sure you’re sharing a little more about yourself and your company.
Be transparent — when it benefits your business
Transparency is important within almost any type of relationship. This applies in particular when it comes to sales. When you’re transparent about your company, brand, and product, you’re likely to build a better relationship with your leads. As you’re sharing more about your business, however, make sure you also share more about the good and bad things that can come with it. If a customer is unhappy with one of your company’s products, then there’s a chance they will share this with their leads. Transparency might not always be a good idea — and that’s OK. Just make sure you’re transparent with those things that are more beneficial to the success of your business.
Meet your prospects where they are
Social media is not only great for building relationships with your current sales leads, but also with potential B2B customers. While you want to build up a forceful presence on social media, ensure that you are doing so within the context of your customers and your industry. There is nothing more off-putting than seeing a company post on social media that is completely out of context. If you’re selling technology, for example, then you want to ensure that you’re using social media within the context of your industry. This means that you’re not posting about beer reviews or vacation shots. You want to make sure that you’re posting content that has something to do with your customers’ businesses.
Leverage your company’s digital assets
When it comes to making your business more social, one of the best ways to do this is to leverage your company’s digital assets and social selling tools. Think about the different social media platforms that your business may be active on — make sure that you are posting content across these channels. It’s also a good idea to make sure that your social media content is consistent. This can be done by posting on a consistent basis across all of your channels.
Stay ahead of the game with automation and evangelism
As a salesperson, you are likely to be busy. You will, however, want to make the most of your time. It’s important to prioritize your leads, which can include making the most of your day with social media. There are several ways that you can make the most of your day with social media posts. One way is to leverage automation. This could involve recruiting an assistant to post on your social media platforms on a daily basis. It could also involve using an app or social selling tool to automate the posting process.
Don’t take yourself too seriously — have fun!
Social media is a powerful tool for interacting with your customers — as well as meeting new ones. When you engage with social media, however, do so with a smile on your face. You want to make sure that you’re having fun — and not taking your social media presence too seriously. Social media is a great way to make friends with your customers. These are people who can become advocates for your brand, which can have a tremendous impact on your business. Make sure that you are engaging with your social media communities with a positive, fun attitude. You want to make social media fun — and not a chore.
Social media is not just for Millennials anymore. In fact, more and more companies are transitioning towards a more social-focused digital strategy. This can help you build stronger relationships with your potential buyers and increase conversion rates. By following these tips, you can build a more social business that will help you reach your goals as a salesperson.