Without this, how can you make them understand that you are the number 1 expert capable of helping them? When defining the Social Media strategy of each member of the volunteer team (commercial or not), always make this point a priority: the themes covered must be adapted to the needs of the targets. Remember that their needs are not only transactional. Purchasing is also an emotional and relational act (yes, even in B2B!) . So, think about varying the topics covered, to support the targets throughout their purchasing cycle, with content ranging from relational, to expertise, to transactional. You can draw inspiration from the different types of marketing funnel to build this strategy.
2- Publish quality content In social selling, the most important thing is not the quantity of posts you are going to publish. What will make the difference is the quality of each content, and the recurrence of your liechtenstein number publications. For example, rather than publishing one post per day only from the account of the sales manager of your company (and running out of steam after a month), we advise you to publish 2 to 3 LinkedIn posts per week, from each account of the sales team… To ensure the quality of these publications, here are some good practices: Always make sure that a post is about only one topic.
Too many posts in a single content cannibalize the main information! Always ask yourself “what is the from this post?”, and don’t hesitate to repeat it within the content. Vary the formats: carousel, post with photo (Humans are paramount on LinkedIn today!), infographics, etc. The information presented must be clear, structured and easily understandable. Have each publication reread by a partner in the company: if they have to do it twice to understand, it means that the quality can be improved. Analyze your audience's reactions : the best judges of the quality of content...
They are your prospects! According to the feedback from your personas, adjust your messages. We also advise you to focus on content recycling: if a post has been socially validated by your target, then publish it again a few weeks later, to maximize your chances of attracting new prospects. 3- Cultivate your uniqueness Yes, we said “your” uniqueness. Personal. Because social selling allows a company to emerge, thanks to the personal, embodied and unique communication of its employees. Don’t try to copy what your competitors are doing. To stand out, invite your salespeople to be authentic and let their personality shine through. Both in the content and in the form of the posts. The content will be even more impactful! For example, at Plezi, Henri (our acquisition manager) has chosen to communicate mainly by video, on LinkedIn. A dynamic format, in his image.