Leveraging Social Selling to Generate Leads

Picture of Theresa Bernardo

Theresa Bernardo

Marketing Coordinator for Whistle, passionate about content creation and over six years experience in digital marketing.


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The way businesses generate leads and build customer relationships has transformed dramatically. Traditional cold calling and mass email campaigns are less effective, while a personalized and strategic approach known as “social selling” is gaining prominence. Social sellers harness the power of social media platforms to build authentic connections, engage with potential clients, and ultimately, generate high-quality leads with the help of an outsourced SDR team. In this blog, we’ll look at the concept of social selling, its key principles, and how it effectively generates leads and builds trusted sales teams.


What is Social Selling?

Social selling is like making friends while doing business on social media. Instead of just selling stuff, it’s about getting to know people, helping them, and really understanding what they need. It’s all about building trust and forming real connections with potential customers. Instead of bombarding potential customers with unsolicited messages, social selling involves active listening, sharing relevant content, and engaging in meaningful conversations with outsourced SDRs.


Leveraging Social Selling to Generate Leads

Let’s explore how you can use social selling to find potential customers in a friendly and effective way:


Build a Targeted Network

To begin, start by connecting with people in your industry, including potential clients. You can even get some help from an outside team to do this. On platforms like LinkedIn (great for business-to-business) or Twitter and Instagram (good for business-to-customer), send connection requests with a friendly note explaining why you’d like to connect. It’s all about building real relationships.


Leverage Social Listening

Social listening means paying attention to what people say about your brand, industry, or important topics on social media. It helps you understand what your audience is talking about so you can join their conversations and provide useful insights or solutions. You can use tools like Mention and Hootsuite to make this process easier.


Identify and Target Your Ideal Audience in Job Descriptions

Start by figuring out exactly who you want to talk to. Make profiles that describe them – what issues they face and what they’re aiming for. You can get some help with this from outsourced SDRs by including it in their job descriptions.


Content Sharing and Creation

Share helpful information that talks about the problems and topics your potential customers care about. You can do this by making your own content, like blog posts, webinars, or videos. This shows that you know your stuff. And, when you post these, use the right hashtags to make sure more people see them.


Engagement and Relationship Building

Engage with your network authentically. When people comment, message, or ask questions, reply quickly. Start conversations by asking questions that make people share more. Be genuinely interested in what they think and their experiences. This helps you connect with them, and your personal brand is a big part of it.


Provide Value in Conversations

When you talk to possible customers, start by helping them instead of trying to sell them something right away. Share useful info, suggest solutions, and show you know your stuff. As trust grows, you can mention what you offer, but not in a pushy way. Your SDRs can guide you on this.


Use Social Selling Tools for Sales Team Support

To make social selling easier, you can use some handy tools and websites. CRM systems like Salesforce or HubSpot help you keep track of your potential customers. Platforms like LinkedIn Sales Navigator are great for finding new leads and building relationships. Sales managers can help you use these tools effectively.


Measure and Optimize

Keep an eye on how well your social selling is working, with some help from outsourced SDRs. Look at things like how often people engage with your posts, how many people check out your profile, and how many connections you make. See what content and methods work best and change what you’re doing based on that.


Real-World Social Selling Success Stories

To illustrate the effectiveness of social selling in lead generation, let’s look at a couple of real-world success stories:


IBM’s Social Selling Transformation for Enhanced Sales Processes

IBM, a big tech company, changed how they sell their products and services by using social selling and getting advice from sales managers. They told their sales teams to be active online and talk to potential customers on social media. And guess what? IBM’s sales chances went up by 400%, and their income went up by 300% in just one year.


LinkedIn’s Own Social Selling Journey

Even LinkedIn practiced social selling themselves. They used a tool called LinkedIn Sales Navigator to find possible customers and talked to them by sharing useful content and working on their own personal brand. The result was that they got 50% more replies from the folks they reached out to.


The Future of Social Selling

Social selling is not just a passing trend; it’s becoming an integral part of the modern sales process. As social media platforms continue to evolve and provide more tools for businesses, the opportunities for effective social selling will only grow. 

Remember, social selling doesn’t work the same for everyone. What you do should match your industry and what you want to achieve. So, with help from a social manager, you can always change and improve your social selling strategy. This way, you can get more potential customers, build relationships, and close deals online. A good social manager knows how to handle the always-changing world of social media, making sure your approach works and fits with what you want to achieve in your business.


Social selling is a great way to find new customers. It’s about making real friends online, helping them out, and keeping in touch on social media. When you do it the right way and stick with it, social selling can really boost your sales and create lasting customer relationships. Give it a try and see your business grow.

For this and more on social selling, book a meeting with our team.