Quels sont les conseils les plus importants pour les stratégies de Social Selling ?

Defining your target audience is crucial for crafting personalized messages that resonate. A key example is IBMs use of social selling to target C-suite executives. By analyzing social media profiles and activity, IBM's sales team could identify executives' specific interests and challenges. This approach led to tailored content and conversations, resulting in a 400% increase in sales in certain regions. 🔑 Tip: Start by creating buyer personas based on existing customers. Analyze their industries, job roles, pain points, and social media behaviors. This insight helps in forming a connection that feels genuine, not just sales-oriented. Engage: How do you ensure your social selling messages are personalized to your audience's unique needs?

We all understand the term ideal customer profile. Your 'ICP'. However, this is an incomplete picture of your target audience. We've been taught for years that the right demographics lead to the right marketing message. But, relying on this as the defining characteristic for your target audience is a huge mistake. There was an example years ago that compared King Charles and Ozzy Osbourne. Both white males from the UK, born in 1948, who married, divorced, and remarried, and lived in castles. Yet, so different. Beyond demographics, you need to identify their buying signals. What is the compelling instance in their lives that drive them to purchase your offer? Only in identifying that will you identify your target audience.

The more specific you are here and think about a value-oriented exchange, the more successful and effective your efforts will be.

Para destacar-se em Social Selling, após definir seu público, mergulhe no poder do conteúdo interativo e visual. Utilize enquetes, questionários e infográficos para engajar e entender melhor seu público. Adote uma abordagem de "social listening" para antecipar necessidades e tendências, adaptando sua comunicação. Integre suas atividades de venda social com CRM para um acompanhamento preciso e personalizado. Por fim, seja consistente em oferecer valor, estabelecendo-se como um recurso confiável e acessível em seu campo. Essas ações direcionadas aumentarão sua relevância e visibilidade, impulsionando-o para as primeiras posições.

Definir a quien quieres ofrecer tus servicios, quien es ese público objetivo al que quieras dirigirte es uno de los pasos más importantes en tu estrategia de social selling. Si sabes a quién te diriges, será más fácil crear contenido de valor para esas personas. LinkedIn es una gran herramienta para conocer más sus intereses y así saber cuáles son las tendencias en el mercado y que necesidades son las más urgentes en este momento. Conociendo esa necesidad luego simplemente tienes que ver de qué manera tus servicios pueden resolver ese gran problema que tiene tu audiencia. De nuevo LinkedIn te ayudará a llegar a esas personas de manera muy rápida.

Construyendo sobre el comentario de Inge Saenz , lo mismo pasa con los CV que no funcionan, hablan del candidato y NO de "lo que resuelve el candidato"

Si quieres aprender a vender(te) en LinkedIn gracias al social selling, tu perfil debe tener una orientación customer centric, no como un CV online para un headhunter. Eso implica que cuando una persona ingrese a tu perfil tenga muy claro tú en qué le puedes aportar valor. Si viendo tu titular, tu encabezado y tu acerca de no dejas claro lo que haces, estarás restando chances de ser contactado. 5 pilares de tu perfil ✅ Foto de perfil profesional y empática ✅ Encabezado vendedor, con un diseño atractivo ✅ Titular que defina lo que haces y cuente con todas las palabras clave por las cuales quieres ser encontrado ✅ Acerca de que cuente los servicios y beneficios que aportas ✅ Sección Destacado activa que lleve tráfico a tu página web

Este es el error que veo en el 95% de los perfiles de LinkedIn: ❌ Están orientados a sí mismos en lugar de a su cliente ideal. Están enfocados en el Yo, mi, me, conmigo en lugar de ofrecer a su lector, a su futuro cliente o a su futuro contratante AQUEL CONTENIDO SOBRE TI y la ayuda que ofreces en el mercado, que sea útil para él porque le informa, le entretiene o le inspira. Cambia tu perfil y conviértelo en una herramienta que cuente qué hay ahí para tu cliente ideal o tu futuro contratante o tu futuro empleado y verás la diferencia. ✌️ Por empresas y profesionales que marcan la diferencia. Inge❌

Optimizing your profile is a cornerstone of effective social selling. It's not just about a professional photo; it’s your digital handshake. A standout example is a tech sales professional who revamped their LinkedIn profile, focusing not on their achievements, but on how they help clients solve problems. This shift resulted in a 20% increase in connection requests from potential leads. 🔑 Tip: Tailor your profile to speak directly to your target audience. Use keywords they care about, highlight client success stories, and ensure your value proposition is clear. Your profile should answer: How can you help your viewer? Engage: What changes have you made to your profile that had a positive impact on your social selling efforts?

Too often I see people make the mistake of writing their LinkedIn profile all about themselves. While it may seem counter-intuitive, your profile should speak to your target audience and be written for them. The more complete, the better as we can build social proof and authority through the various sections of a profile. And putting ourselves forward as approachable and human can build those all important connections that get relationships moving in the right direction.

One thing I recommend to my clients is to have a content mix of about 80/20 (or 70/30) of branded content - explicitly talking about your products and services, or your company - versus content that talks about the industry, pain points, or your own experiences. When sharing curated content, try to add your own perspective to it: why are you sharing this piece, do you agree/disagree, what's your specific perspective on this topic? Also pay attention to the time that you post and observe at what times your audience is typically engaging with your content.

Sharing valuable content is pivotal in social selling, as it establishes your expertise and builds trust. Consider the case of a small marketing firm that consistently shared insightful industry articles, original thought pieces, and relevant case studies on LinkedIn. This strategy not only showcased their knowledge but also sparked meaningful conversations with potential clients, leading to a 30% increase in lead generation within six months. 🔑 Tip: Focus on content that addresses your audience's challenges and goals. Mix industry news, trends, and your original insights. Remember, the goal is to add value, not just to promote your services. Engage: What type of content have you found most effective in engaging your target audience?

Adding value through content is a must. But value is different for every audience. Some tips: -Share blogs, videos, podcasts, ebooks, webinars. -Aim to educate, entertain, inspire. -Share industry insights. Use content to attract, engage, nurture leads. Be a trusted advisor with your content.

En LinkedIn los contenidos freemium son lo que te permiten marcar la diferencia. Se trata de contenidos de alto valor que ofreces sin cargo para mostrar tu conocimiento y habilidades sobre un tema. Es la forma para que muchos potenciales cliente te descubran. Muchos profesionales en LinkedIn generan contenido egocentric, muy enfocados en mostrar sus logros profesionales. onviene que lo hagas con estrategia y enfocado en maximizar dos variables el ✅ ENGAGEMENT y tu ✅ PRESTIGIO PROFESIONAL. Para lograr atraer oportunidades los contenidos de valor son el camino para lograrlo.

Créer du contenu de qualité, adapté à votre audience, à votre tonalité et à votre image de marque. Votre contenu doit apporter de la valeur, de l'information, de l'inspiration, de l'émotion à vos prospects et à vos clients. Il est important de varier les formats de vos contenus, ainsi que les thématiques, afin de les adapter aux différentes étapes du parcours client, de la découverte de votre marque, produit, services jusqu'à l'achat potentiel (blogs, infographies, vidéos, podcasts, webinaires, livres blancs, études de cas, témoignages, etc...)

A great way to think about how to get started with social selling is follow, engage, support, create. Follow. Find and follow those in your field or that fit your ideal customer profile. This will create a feed that will constantly educate you on your industry and those who can benefit from your products or services. Engage. Simply click the reaction that best aligns to your reaction to what an industry expert, customer or prospect has shared in a post. Support. Comment or share a post recognizing or recommending others. This makes social channels a better “place” to be and creates trust. Create. If you’re doing all the above steps you will be a more trusted social seller and you’re ready to share your solutions and services.

The challenge begins when you realize that majority of the prospects in your ideal customer profile are NOT posting - so liking, commenting, sharing or retweeting is off the table. The key is not just in sending personalized messages, but in building a presence. Connect with relevant prospects with a simple "thank you for connecting" message. Then, focus on regularly posting valuable, industry-relevant content, including your company’s blogs, eBooks, and success stories. This approach establishes you as a credible expert in your field, keeping you top of mind for when your connections need your services. Ultimately, this strategy turns your social selling efforts into an effective inbound engine, naturally drawing prospects to you.

Commenting is such a valuable tool to engage with your target audience and build relationships. Commenting is a WIN-WIN - it helps the author get more eyes on their content and it helps you to be seen by them and their network. Make a plan to comment regularly on 10+ people's content each week.

I firmly believe in the potential of meaningful content. My goal is not only to provide information but also to inspire and connect with others through my blog posts, videos, and other mediums. Sharing insights, whether they are my own or curated, is not about selling anything but about adding value to people's lives. Each piece of content is like a brushstroke that contributes to a larger canvas of knowledge and inspiration. In this digital age, content is my way of establishing thought leadership. It's not only about attracting and engaging people but also about becoming a trusted guide. By sharing knowledge with others, I strive to be more than just a salesperson.

Escale no Social Selling interagindo estrategicamente: utilize ferramentas de CRM para personalizar e cronometrar suas interações, garantindo relevância e oportuidade. Incorpore análises comportamentais para adaptar sua abordagem baseando-se nas preferências do usuário. Priorize a escuta ativa nas redes, respondendo a comentários e participando de discussões com insights valiosos. Além disso, crie enquetes e sondagens para incentivar o feedback e mostrar que valoriza as opiniões da sua rede. Essa abordagem não só fortalece conexões, mas também aumenta sua visibilidade e influência.

Para impulsionar sua estratégia de Social Selling, refine a escuta e monitoramento online. Use IA para análise de sentimentos, captando nuances em discussões sobre sua marca ou setor. Integre esses insights para antecipar necessidades e personalizar sua abordagem. Participe ativamente em conversas, oferecendo soluções e suporte antes mesmo de serem explicitamente solicitados. Essa postura proativa e atenta não só melhora a percepção da sua marca, mas também posiciona você como líder atento e inovador em seu campo.

Social listening and monitoring are some of the most important aspects to help understand what is the relevant value your target customers are looking for.

Make your CRM the source of truth for all your selling activities - INCLUDING SOCIAL. If you are working on a warm relationship on a social platform, be sure to add them as a contact in your CRM. This will allow you to track the relationship over time. It will also enable you to work multiple channels to nurture the relationship into a sales opportunity.

Une chose que j'ai trouvé utile est d'insister sur le fait que le social selling se caractérise par l'utilisation active, constante, fréquente des réseaux sociaux, afin d'entrer en contact avec des prospects, de tisser des liens pérennes avec eux et d'identifier de potentiels leads (personnes ou organisations qui ont manifesté de l'intérêt pour un produit ou un service en partageant ses coordonnées de contact).

Consistency is key, or as the phrase goes: "Social selling is a marathon, not a sprint" really does apply. That's why I believe in strategic baby steps to achieve sustainable success.

To summarize I believe effective social selling strategies involves building a strong personal brand, understanding the target audience, and engaging authentically on platforms like LinkedIn (if your audience is B2B). Listening to industry conversations, providing valuable content, and using visual elements enhance engagement. Focus on building relationships, solving problems, and establishing trust. Utilize social listening tools, personalize interactions with data, and showcase social proof for credibility. Consistency is crucial, and regular measurement and analysis help refine the strategy over time.

Choisissez les réseaux sociaux les mieux adaptés, selon votre secteur d'activité, votre public cible, vos objectifs. LinkedIn conviendra mieux si vous cherchez à contacter des décideurs, des influenceurs, des experts, tandis que vous partagerez plus aisément du contenu, de l'engagement, du trafic sur Facebook, Instagram, X (twitter), youtube.