According to Meltwater, some best practices for B2B social selling include encouraging sales reps to become more active users of social media, capturing contact profiles, offering adequate training on how to use social media effectively and sharing useful content with prospects. B2B social media requires genuine interaction that goes beyond selling products and services.
Being constantly active on one or more social media sites is an effective way to encourage more participation between company reps and prospects, notes Meltwater. Having accounts at several social media sites expands a company's reach and influence. Once reps do make contact with prospects, they should take time to record all of the valuable contact information provided to them. For instance, it is useful to have a prospect's email, phone number and social media profile. This information may be gathered by putting a lead capture form on a blog or website.
Sales teams often require additional training on how to fully utilize all of the social media tools at their disposal. Reps can focus on the social media sites that best suit their skills and personalities. Meltwater notes that understanding how to utilize the tools of different sites is essential. Another useful strategy is providing prospects with helpful tips and advice in a sharable format.