B2B sales through SNS
In recent years, social networking sites (SNS) have been playing an important role not only in business-to-consumer (B2C) but also in business-to-business (B2B) sales. By utilizing SNS, companies can acquire new leads and deepen their relationships with existing customers. This article will explain the strategies and success points of B2B sales using SNS.
- The importance of social media in B2B sales.
In B2B sales, you are expected to provide solutions to the problems faced by companies. Traditional sales methods, such as phone calls, emails, and exhibitions, were the mainstream, but in recent years, social media has become a powerful channel. By utilizing social media, you can gain the following benefits.
- Direct approach to target companies : It becomes easier to directly approach the person in charge through social networking services (SNS).
- Demonstrating a company’s expertise and reliability : By disseminating useful information, it is possible to enhance recognition and reliability within the industry.
- Efficient lead acquisition : By utilizing SNS advertising and content marketing, it is possible to increase inquiries from interested companies.
- Optimization of sales activities through data utilization : By using SNS analysis tools, you can discern effective approach methods.
- An SNS platform suitable for B2B sales.
There are various platforms on SNS, but I will introduce the representative ones suitable for B2B sales.
(1) LinkedIn
LinkedIn is the perfect platform for B2B sales, as it attracts many business decision-makers and experts. By enhancing your company’s official account and personal profile, you can strengthen networking with target companies.
(2) Twitter（X）
Twitter is suitable for communicating with potential customers while catching up on the latest trends in the industry because it allows for real-time information dissemination. Utilizing hashtags can help reach a wider range of interested parties.
(3) Facebook
Facebook is primarily effective in foreign B2B markets, where businesses can use their pages to disseminate information and acquire leads through advertising. In particular, using the group feature increases opportunities to interact with industry professionals.
(4) YouTube
Video content is visually easy to understand, and through product demos and webinars, you can showcase your company’s expertise. It’s also effective for SEO strategies, and you can expect traffic through search engines.
- Success factors of B2B sales using social networking services.
To succeed in B2B sales using SNS, the following points are important.
(1) Setting a clear target
It’s important to clarify which company, industry, or job type you’re targeting, and to disseminate content that is suitable for them.
(2) Provision of high-quality content
It’s not just about advertising, but providing useful information to the target audience. Utilize articles, white papers, case studies, and video content that can help solve industry challenges.
(3) Improvement of Engagement
It’s important not only to disseminate information unilaterally, but also to deepen the relationship with followers by responding to comments and promoting discussions.
(4) Utilization of Advertisements
By utilizing SNS advertising, it becomes possible to target promotions to specific industries or job types. By combining it with a landing page for lead acquisition, more effective results can be achieved.
(5) Data Analysis and Improvement
It’s important to utilize the analytics feature of social networking services (SNS) to analyze which content is effective. By making regular improvements, you can maximize your sales results.
- Successful examples
Case 1: IT Company A’s Utilization of LinkedIn Company A regularly posted professional articles and webinar information on LinkedIn, increasing engagement with industry stakeholders. As a result, the number of inquiries increased and sales performance improved.
Case 2: YouTube strategy of Manufacturing Company B Company B posted instructions on how to use their products and case studies on YouTube, resulting in an increase in inquiries through search engines. This led to an improvement in the rate of business negotiations.
- Summary
SNS can also be a powerful tool in B2B sales. By utilizing platforms like LinkedIn, Twitter, and YouTube, and disseminating targeted content, it’s possible to acquire leads and build relationships. For success, it’s essential to set clear targets, provide high-quality content, improve engagement, utilize advertising, and analyze and improve data.
Let’s actively incorporate B2B sales utilizing SNS to enhance our competitiveness.
