How to implement effective social selling on LinkedIn?
Koskenniemi, Iiro (2020)
Koskenniemi, Iiro
2020
All rights reserved. This publication is copyrighted. You may download, display and print it for Your own personal use. Commercial use is prohibited.
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2020052915434
https://urn.fi/URN:NBN:fi:amk-2020052915434
Tiivistelmä
This study was conducted to identify the most useful method for social selling in modern selling techniques which have become increasingly intertwined with social media. The thesis aims to convey information on how to build relationships into more profitable business and give insight on what are the important aspects to focus on when using social media in the B2B context with the hopes of generating more leads and turning them into successful customer relationships.
The study was compiled with literature from the field of social media, sales and marketing and consists of existing online and offline source material. The literature review and various parts of the thesis have been selected with a focus on the most important aspects of creating a successful social selling strategy.
The study does not try to focus on the exact type of content that would be successful in the social selling process but more toward what is relevant to each field where a business operates. Instead, the focus is on how to create social selling in general with beneficial tips in the form of identifying new leads of which some may turn into customer relationships. Managing marketing and sales functions together towards the same goal was found as a difficult task, but if conducted right, a very positive aspect of successful social selling operation.
The author stresses the importance of knowing your customer segment as well as creating buyer personas, whose needs are targeted with appropriate and relevant content. It is important to develop a written social selling strategy and connect marketing and sales functions with unified, measurable metrics to be more effective at social selling
The study was compiled with literature from the field of social media, sales and marketing and consists of existing online and offline source material. The literature review and various parts of the thesis have been selected with a focus on the most important aspects of creating a successful social selling strategy.
The study does not try to focus on the exact type of content that would be successful in the social selling process but more toward what is relevant to each field where a business operates. Instead, the focus is on how to create social selling in general with beneficial tips in the form of identifying new leads of which some may turn into customer relationships. Managing marketing and sales functions together towards the same goal was found as a difficult task, but if conducted right, a very positive aspect of successful social selling operation.
The author stresses the importance of knowing your customer segment as well as creating buyer personas, whose needs are targeted with appropriate and relevant content. It is important to develop a written social selling strategy and connect marketing and sales functions with unified, measurable metrics to be more effective at social selling