Updated
Social selling means using social networks, especially LinkedIn, to build relationships with potential customers and turn them into conversations and deals. Instead of cold outreach, it relies on trust built through expertise and presence.
A four step approach
- Profile: a professional profile that shows who you help and how
- Network: connect deliberately with decision makers in your target audience
- Content: share experience, tips and examples regularly
- Conversations: respond to engagement and start personal conversations
Social Selling Index
LinkedIn’s Social Selling Index (SSI) scores, on a scale up to 100, how well you use these four areas. It is a rough indicator of your activity.
Common mistakes
- Sending a sales pitch straight after connecting
- Automated mass messages with no context
- Posting only promotional content about your company
In B2B marketing, social selling complements paid campaigns and lead generation perfectly.
Digitalman helps teams generate leads on LinkedIn. Learn more on our LinkedIn lead generation page.
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