An extensive network is crucial for successful social selling . In B2B, an average of 6 to 10 people are involved in the buying process and 92% of buyers do online research first. Remember that 57% of the buying journey is over before sales even comes into the picture. If you have clearly defined who your target group is and how your Decision Making Unit (DMU) is structured, you can use the right tools to map out exactly who you need to contact.
Finding is step 1 in the process of network growth.
Our research shows that a B2B company in the Netherlands has an average of 7,250 companies in its target group.
Lead generation via LinkedIn
The DMU consists of an average of 4 people.
m social networking convert into a lead 7 times more often, you can calculate that it is worth investing time in expanding your network.
The 3 pillars of Social Selling
Also read: 22 must-haves for a distinctive LinkedIn profile
Finding and connecting with the R of Result
A powerful network is not only about finding but also about actually connecting the right prospects . The higher the dataset quality, the more successful your social selling will be.
If we look at the practice, the benchmark research shows that 76% of B2B sales send out less than 5 connection requests per week. My experience is that when a network has grown with about 500 new contacts, it only then starts to bear fruit. 39% has between 500 and 1,000 connections before they build on network growth.
With 5 connection requests per week, that doesn’t really add up
Of the sent connection requests, an average of 76.2% is accepted. Acceptance is good, but to achieve sufficient results, the percentage of european union phone number requests will have to increase.
Activate and convert
By activating I mean making very targeted contact and entering into a personal chat. If you share relevant how to use feedback loops for better campaign results knowledge and send a stimulating question every now and then, you will see that over time you will increasingly enter into dialogue with your prospects
