Click here to watch the first installment of the breakdown of international logistics social sales methods:
In this article, let’s talk about the second way of playing the international logistics social sales model: the decentralized marketing + sales method of B2B sales, allowing each salesperson to become a micro marketer, growing and harvesting together with the enterprise.
#01 New growth point of B2B international logistics: social selling
For many B2B companies, if they want to gain new brand and marketing growth, in addition to optimizing from a marketing perspective, the sales perspective is also worth exploring.
At present, the trend of social media has allowed many B2C companies to gain new traffic growth, and the same is true for B2B companies. Because the essence of B2B interaction refers to Business people to Business people. The social interaction between the B2B market or B2B sales and the relevant personnel on the customer side can realize the transaction link from awareness and concern to trust.
Social marketing is one of the opportunities of the times. On the other hand, such opportunities of the times also create an equal exposure and publicity environment for everyone. With a good account + good content + good publicity, everyone has a chance to become famous. Therefore, B2B companies need to use the original centralized marketing and sales method, and based on social media social platforms, decentralized marketing methods based on B2B sales individuals must be used.
This is why the B2B SocialSelling model has developed rapidly and achieved results. For cross-border global expansion enterprises, SocialEpoch has implemented this model in more detail and refined it into a social selling SocialSelling solution suitable for cross-border and overseas B2B/B2 big C industries. This is also a new social sales model for international logistics to achieve decentralized marketing sales growth:
In this section, each logistics company can build sales into countless micro marketers and social sellers.
In the sales intelligence development process, each salesperson can create an account matrix based on its own IP and professional image, greatly displaying personal, product, brand and other information, attracting the attention of customer acquisition users with a large amount of content, and realizing the dual value of product and effect.
From the perspective of international logistics sales, these account positionings can be personalized personal logistics experience, personal daily sharing, international logistics professional content, industry trends, industry anecdotes, etc. The account style is designed from multiple angles to attract users' attention.
At the same time, every salesperson can use these vivid social accounts to locate and reach customers, use the account matrix and a large amount of content to make proactive contacts in batches, and use RPA to perform automated batch operations to improve the efficiency of interaction with customers.
From social media positioning to reach and interaction, the social connection between sales and customers also goes naturally. Combined with Social CRM based on social platforms, every salesperson can communicate with customers just like adding WeChat in China.
B2B international logistics customers also have long service links, many customers make repeated purchases, and even multiple people provide collaborative services. In the second half of social selling, SCRM can not only help each salesperson save precious customer data, but also communicate with customers in a way that everyone likes through social interaction. It can also maintain customer stickiness, achieve multi-person collaboration, and strive for more repurchases and recommendations in the future.
The combination of the five stages of social selling allows each salesperson to have independent customer development capabilities based on social media, improves the overall marketing and sales efficiency of the organization, improves customer experience, and expands the social value and lifetime value of each customer. For B2B international logistics companies, it is also a new growth point for marketing and sales.
#02 Social selling: a new way that is more in line with current user habits
User-centered marketing methods have long been put on the agenda. For enterprises, the core pursuit of marketing is always inseparable from customers. The number of customers and the quality of customers are always the issues that everyone is most concerned about.
The new breakthrough in the social sales model lies first in customer leads. Through the decentralized sales account matrix and the approachable content of personal accounts, each logistics salesperson can independently develop high-quality customers; compared with text messages, emails, phone calls, etc., social media content is actively seen or contacted by customers, which interrupts customers less and communicates more gently; all N account combinations sold are the ants of corporate marketing, they can bring a lot of exposure to the company and shape brand recognition; finally, social media interaction also guarantees customer loyalty. Regardless of whether the transaction is completed or not, interaction on social will enhance user stickiness and awareness, and customers will have greater chances of repurchasing in the future.
Summary: Based on the general trend of social media marketing, the social sales model for B2B enterprises can empower each salesperson to establish personal influence, enhance the ability to independently develop customers, and enhance customer stickiness and repurchase. For B2B international logistics companies, this is also an opportunity for the company to gain new growth in marketing sales.
