Social selling and Salesforce work together to make social selling easier. Learn about what social selling is, and how it works together with Salesforce.
- [Instructor] So what is social selling, anyway? Social selling is a fairly new phrase that has come up in the selling world and typically refers to using your social networks to build prospects. Here's an official definition from Hopspot: Social selling is when salespeople use social media to interact directly with their prospects. An example of that might be when you look at your LinkedIn contacts to see if anyone you are connected with works at a company you would like to sell to.
But social selling can go beyond just prospecting. Social media has provided us with a wealth of data: not just people and companies, but trends, news, and feedback. This course will talk about how all of that data can be used in Salesforce, the leading CRM tool. But why is social media important? Think about the way technology has changed over the last ten years. We have more information than ever before. We can not only research a product online, we can easily do an online search for that product's main competitors, the price, and even read reviews from current customers.
In the past, buyers may have been sold with a cold call or a sales pitch. But in today's world, customers have armed themselves with information and by the time they talk to a salesperson, they are much farther along in the buying process. In fact, a recent study by Forrester Research found that 80% of consumers use at least one social channel to research a product or service they are considering buying. This is where social selling comes in. Social selling skills allow you to listen to your buyers, pick up on possible buying signals, and engage so you are part of the conversation.
You want to be part of the conversation because that conversation is about your brand. If you are a salesperson at a company who uses Salesforce, you most likely spend a large part of your day in the Salesforce platform. Salesforce has some great built-in features that can enhance your efforts in social selling and even has some additional paid services, like social studio, that can track your competitors and even integrate into your help desk. Anyone can use social selling, you don't have to be a social media guru. Once you learn how to navigate the social media platforms in your industry, the rest can be easy.
- Why social selling is important
- Using Salesforce for social selling
- Optimizing social tools
- Listening on social media
- Sharing engaging content
- Building trust