In essence, social selling is about positioning your brand to prospects so that when they are ready to buy, yours is the company that they turn to. It’s something of an art because it involves building relationships and strategically listening for the right moment to join the conversation so you can present yourself as a solution to a current problem.

In the B2B world, it’s fast becoming a vital and rewarding tactic, with 78% of salespeople engaged in social selling outselling their peers who are not using the approach, says LinkedIn.

However, to be successful with social selling, you need to develop an approach where the onus is on building relationships rather than meeting sales targets, and keep the faith that the latter will come if you stick to the former.

Here is our formula for social selling success:

Social selling