How to implement the 5-Step Social Selling Process

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Has your inbox gone silent? If your leads are suddenly ghosting you, it might be time to rethink your social selling strategy. And let’s face it, there’s a big mistake many sales professionals make: skipping steps two and three in their process.

Why Skipping Steps Two and Three Is a Costly Error

This summer, I had the privilege of leading over 20 Sales Navigator™ trainings. We dove deep into the intricacies of search options, streamlined workflows, and built robust setups for success. But the most critical lesson I shared with my trainees was the importance of a thorough and methodical approach to social selling.

The social selling process consists of five essential steps:

Identify
Engage
Outreach (Connect)
Build Trust
Convert to a meeting

The mistake? Rushing through or completely skipping the second and fourth steps—engagement and trust-building. These are not just items to tick off your checklist; they are the cornerstone of long-term success in digital sales.

Step 2: Engage—The Foundation of Relationships

Engagement is where the magic begins. This step requires you to actively interact with your potential leads by liking, commenting, and sharing their content. It’s not about selling yet; it’s about showing up consistently in their feed and establishing yourself as a value-driven professional. This takes time, patience, and a genuine interest in their needs and interests.

Step 4: Build Trust—The Bridge to Conversion

Building trust isn’t a quick win; it’s a marathon. Trust is earned through consistent, valuable interactions over time. By positioning yourself as an expert and a reliable source of information, you set the stage for a successful conversion. Remember, your goal here isn’t to push for a meeting immediately, but to establish a rapport that naturally leads to that step.

Success Takes Time—Keep Refining Your Process

Here’s the reality: Success in social selling doesn’t happen overnight. It’s a gradual process that requires ongoing refinement. As you continue to engage with your leads and build trust, you’ll see more positive responses and fewer ghosted conversations.

So, are you replying strategically? Every interaction counts. Make sure you’re making the most of each one.

P.S.: If you find yourself skipping steps, it’s time to slow down and reconsider your approach. After all, in social selling, every step counts.