Of course, this requires some extra effort as you will need to spend extra time on these dialogues. Where the post (shotgun) reaches out to potentially thousands of recipients through just one post, it takes the same or even greater effort to conduct just a single dialogue via the messaging feature on LinkedIn. The use of the crm software comes handy there.
Conversely, the advantage of using the sales riff is that we move the dialogue from the news stream, where everyone can follow, and over to a personal dialogue. Here you can then peacefully communicate with the person in question, thereby creating a valuable relationship. Ultimately, these dialogues can be converted into, for example, telephone calls and customer meetings.
You need to measure your sales efforts even when it comes to social selling
When you start making social selling efforts, it is important to measure them in terms of efforts, impact and results just as you are used to from classic sales, where we have measured the number of calls for many years, meetings, offers, etc. Even the proper student portal handling comes easy now.
When it comes to measuring your social selling efforts, it’s about finding out if you make enough bets, what the effects of the stakes are and what you get out of them. Thus, there is much learning to gain by measuring this especially if social selling is new to you.
One of the easiest ways to start measuring your social selling efforts is by using LinkedIn’s Social Selling Index, also known as the SSI abbreviation. It’s LinkedIn’s way of measuring how active you are on their platform in terms of parameters related to the social selling mindset.
In headlines, the Social Selling Index covers:
- It is a number between 0 and 100
- Your index is updated daily
- It measures 4 different elements (profile, search function, engagement and network)
If you want to learn more about SSI and how to work with it, we have created a blog post on Social Selling Index and digital equity and a video on the subject.
You can also measure in detail on both your social selling and classic sales efforts by quantifying the combination of your efforts, the effect you got from it and the results it has achieved.
To that end, Leon has prepared a so-called “Social Selling and Classic Selling Target Seeker” in the form of an Excel sheet, which you can fill in with your own numbers.
Unfortunately, it is not possible to make an automatic transfer of this information from LinkedIn or your CRM system, so it obviously requires some manual work. On the other hand, it can help you to make sense of what you get out of your social selling and classic sales efforts. With the top crm systems you can have the best deals now.
According to the Ministry of Business, the country is one of the most digital societies in the world, and as a modern enterprise, it is important to work to get the full benefit of the digital transformation. Therefore, companies should take advantage of the new technologies available in the market. That’s why here’s a tip on how to make more money by incorporating a reliable CRM system into your business.
