This document provides tips for social selling in 2016, including 5 fast start ideas. It notes that over 1 in 4 business buyers have met suppliers through social media interactions, and 1 in 3 IT decision-makers have given business to a supplier they met socially. The 5 fast start ideas for social selling are: 1) Identify who has viewed your social profile; 2) Identify what customers are discussing to craft targeted messages; 3) Integrate customer conversations with CRM to engage in problem solving; 4) Engage closer-to-decision buyers through professional networks rather than marketing sites; and 5) Use messaging apps cautiously as they may not suit all audiences.

1. Your 7 minutes guide to Social Selling in 2016
– 5 Fast Start Ideas!

2. Over 1in 4 buyers
have met suppliers through
continuous interactions
in social media
Social Buyers – Stats of Behavioral Decision-making
For IT decision-makers, this
increases to over 1in 3
1in 3 decision-makers
have given business to a
supplier

3. Social B2B Buyers
Customer behavior has changed…
Then Now

4. Did you know?

5. Did you know?

6. Did you know?

7. This is because…
Social B2B Buyers – What influences their Decision-making!
Business buyers want to stay informed by
social media for complex and high-risk
purchasing decisions
Comfort
Confidence
Convenience
Social media facilitates buyers with

8. Social Selling – 5 Fast start ideas for Social Selling!
#1
Identify who viewed your social profile?
The catch
If you know who has viewed your profile, you get an
opportunity to find new customers

9. Social Selling – 5 Fast start ideas for Social Selling!
#2
The catch
Identify what’s in the conversation?
If you can make out from a conversation what’s the prospect is
looking for, you can focus on crafting the right message

10. Social Selling – 5 Fast start ideas for Social Selling!
#3
The catch
Customers are listening to other customers; integrate their
conversation with CRM
If you monitor social listening, your sales team can get actively involved
in solving issues via faster pre-call research, identify connections and
transform them into business transactions

11. Social Selling – 5 Fast start ideas for Social Selling!
#4
The catch
When buyers are closer in decision-making process, engage
them through online professional networks rather vanity
websites
Your professional social media profile that also includes third party
recommendations becomes your customers no 1 purchase resource

12. Social Selling – 5 Fast start ideas for Social Selling!
#5
The catch
Messaging apps can accelerate digital intimacy but can be a challenge
for marketers as this involves diverse age-groups not always interested
for mobile chats
An instant way for B2B marketers to get in touch with right audience
but don’t get lost in the hype; know your audience composition first
and then look for areas of real opportunities

13. Source courtesy: Social selling university reports, LinkedIn sales solutions