1

Is social selling effective?

What percentage of your outbound sequences involve Linkedin engagement? Is it crazy to think that Facebook, Instagram and Twitter touches could be valuable to a sequence?

  • Sign in
    Comment
    • Profile picture of Michael Harrison
      @mikeyharrison
      ( 1.2k POINTS )
      1 month ago

      Hi Chaz!

      I think social selling is the way of the future. If you are not currently utilizing social channels to get in touch with your prospects, I highly suggest you start.

      Executives get 100’s of emails/calls a day and unless you are doing something new and fresh to cut through all the noise of all the other sellers trying to get their attention your chances are very slim.

      However, I think email should still be a massive part of your outbound sequencing because you want to show up on as many channels as possible so the chances of you getting in front of them is a lot higher.

      When I outbound, I use an omni channel approach trying to find as many avenues I can to get their attention and LinkedIn has proven to be very successful for me. Right now, I will try to do about 50% email, 40% social, and about 10% via call. It has worked really well for me in the past. In terms of Instagram and Twitter touches, that is definitely becoming valuable as well especially if you know they are active on these platforms. The only thing I would suggest is to use much different messaging for all different channels.

      Hope this helps!

      • Profile picture of Chaz Vandemotter
        @chazvandemotter
        ( 420 POINTS )
        3 weeks, 6 days ago

        Thanks for the feedback Mikey. 40% is quite a bit! What kind of social touches are you doing and how do you stay efficient when personalizing these touches? Do you have a specific strategy on twitter or Instagram?

    • Profile picture of Macky Bradley
      @mackybradley
      ( 8.1k POINTS )
      1 month ago

      Hi Chaz!
      Great question!
      In my humble opinion, YES, social selling is effective!
      Twitter is an excellent resource, you can do targeted campaigns, and it is great for researching and building lists.
      Instagram, Facebook, LinkedIn are all highly utilized tools for building brand value and also generating leads.
      The problem in the business world still today is that a lot of leaders think that the only way to truly be valuable is to make the phone calls and mast email blast your clients and prospects.
      I know that this is not true. I ran a project for about a year at one of the SaaS companies I worked for. I started out doing mostly contacting and running campaigns on LinkedIn. Then Twitter. We did really great at generating interest for the company and brand, and we started a lot of conversations. I made personalized videos on LinkedIn about how our products helped,etc. and then was doing a lot of reaching out via Twitter.
      The problem I experienced was our CRM and Business Models were not properly set up to measure our success. We had to manually track their journey through our buying process. The company did not want to invest in software to help track all the connections and contacts that we made, and there were too many contacts made to manually input them. I knew what we needed to do, and I thought that after we generated so much interest in our products/brand that upper management would invest more in the project. They did not. They did not understand.
      My advice is to totally make sure everybody is onboard. Map the process.
      Have fields set up in your CRM, the ability to run campaigns and track opens , replies, etc. Be able to tie your hard work to the leads/opportunities created.
      Good luck , please let me know if this has helped!
      Thanks for the question!

      Cheers!

      Macky

      • Profile picture of Chaz Vandemotter
        @chazvandemotter
        ( 420 POINTS )
        3 weeks, 6 days ago

        Thanks for the feedback Macky, this helps a lot. How were you guys organizing your outreach on platforms like twitter? How were you going about prospecting?

    • Profile picture of Katie Ray
      @katie_ray
      ( 1.5k POINTS )
      4 weeks ago

      Hi Chaz!
      This is a great question because so many people discuss it, but no one really shares what this looks like.
      Here is an example sequence I would use:
      touch 1- cold call
      touch 2- add on linkedin (if there is a personalized message, it would be “I saw your post about XYZ and would love to chat more about the effects of XYZ”)
      touch 3- email
      touch 4- cold call and email
      touch 5- comment on prospects new post on linkedin
      touch 6- message them on linkedin with a valuable nugget about their post, etc

      so on and so forth! in theory, these could all be done within 2-3 days. Plus, your emails could be “personalized” based off their linkedin content aka which is whats valuable to them.

      Also, I would never reach out on facebook, instagram or twitter. To me, those are personal social media channels and I dont think appropriate. BUT, if its an SMB business and you’re messaging their Facebook business page, from your facebook business page, than that could be an exception.

      Hope this helps!

      • Profile picture of Chaz Vandemotter
        @chazvandemotter
        ( 420 POINTS )
        3 weeks, 6 days ago

        Thanks for the advice Katie. I feel a cold call is more intrusive than a touch on Instagram or Twitter. What are your thoughts about the difference between those two?

        • Profile picture of Katie Ray
          @katie_ray
          ( 1.5k POINTS )
          3 weeks, 6 days ago

          When being sold to, its kinda expected that you would get a cold call. If someone found my personal Instagram, and messaged me on that, I would block them immediately.

New Report

Close