{"id":348,"date":"2015-12-08T09:00:50","date_gmt":"2015-12-08T08:00:50","guid":{"rendered":"http:\/\/blog.datananas.com\/fr\/?p=348"},"modified":"2019-10-01T15:24:46","modified_gmt":"2019-10-01T13:24:46","slug":"piliers-du-social-selling","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/fr\/piliers-du-social-selling\/","title":{"rendered":"Piliers du social selling : les 4 commandements"},"content":{"rendered":"

Si le Social Selling Index (SSI) permet \u00e0 LinkedIn de faire la promotion de Sales Navigator, il est int\u00e9ressant de regarder comment ce score est construit, et les 4 piliers du Social Selling qu’ils mettent en avant.<\/p>\n

<\/p>\n

LinkedIn vous permet d’ailleurs de calculer en ligne votre Social Selling Index<\/a>.<\/p>\n

 <\/p>\n

\"piliers<\/p>\n

 <\/p>\n

Gardez \u00e0 l’esprit que 75% des acheteurs B2B utilisent les r\u00e9seaux sociaux. Ma\u00eetrisez l’art du Social Selling<\/a> est donc indispensable. Voici donc quelques cl\u00e9s .<\/p>\n

 <\/p>\n

Quels sont les quatre piliers du Social Selling ?<\/h2>\n

 <\/p>\n

Construire votre marque professionnelle<\/h3>\n

L’un des premiers piliers du Social Selling consiste \u00e0 se construire une image professionnelle :<\/p>\n

Sur LinkedIn, cela passe par un profil rempli \u00e0 100%<\/strong> avec une photo, une headline, un r\u00e9sum\u00e9, vos exp\u00e9riences, etc… N’h\u00e9sitez pas \u00e0 ajouter du contenu riche comme des vid\u00e9os, pr\u00e9sentations et images \u00e0 votre profil LinkedIn<\/a>. Tout doit porter \u00e0 croire lorsque l’on visite votre profil que vous \u00eates un expert <\/strong>dans votre domaine d’activit\u00e9. Les recommandations et les comp\u00e9tences que vous affichez sur votre profil ont donc aussi leur importance, tout comme votre headline. En interagissant avec le contenu des autres membres LinkedIn, vous allez rendre votre profil plus visible \u00e9galement. Au-del\u00e0 de LinkedIn, vous devez \u00eatre pr\u00e9sent \u00e0 la fois sur les diff\u00e9rents r\u00e9seaux sociaux, mais \u00e9galement \u00eatre pr\u00e9sent lorsque l’on tape votre pr\u00e9nom et nom sur Google.<\/p>\n

 <\/p>\n

Trouver les bonnes personnes<\/h3>\n

Exploiter toutes les possibilit\u00e9s offertes par la recherche LinkedIn<\/a> afin de trouver les bons prospects constitue un des piliers du Social Selling.<\/p>\n

Dans la mesure du possible, essayez d’\u00e9tendre votre r\u00e9seau en demandant des introductions aux personnes de votre 1er r\u00e9seau. Lorsque vous souhaitez entrer en contact avec quelqu’un directement, recherchez des points communs pour vous servir d’introduction : m\u00eame \u00e9cole, groupe LinkedIn en commun, etc… Surveillez \u00e9galement qui regarde votre profil LinkedIn et interagissez avec eux lorsque cela est pertinent.<\/p>\n

 <\/p>\n

\u00c9changer des informations<\/h3>\n

Cr\u00e9er et partager du contenu est essentiel sur LinkedIn : vous pouvez le faire sur votre profil, dans les groupes de discussion, sur la page de votre entreprise, ou \u00e0 des contacts directement. Vous devez devenir une source d’information int\u00e9ressante pour vos contacts. Partagez des informations \u00e0 propos de vos prospects\/clients afin de les mettre en avant, et taguez les dans vos publications.<\/p>\n

Vous pouvez poster des articles directement sur LinkedIn via Linkedin Pulse<\/a>. Tous vos contacts recevront alors une notification lors de la publication de votre article. Vous devez pour cela passer votre compte LinkedIn en anglais pour voir appara\u00eetre le bouton \u00ab\u00a0Publish a post\u00a0\u00bb. Inscrivez-vous \u00e0 des groupes de discussion pertinents par rapport \u00e0 votre activit\u00e9, postez du contenu et commentez les publications post\u00e9es par les autres membres. Vous pouvez aussi cr\u00e9er votre propre groupe de discussion.<\/p>\n

 <\/p>\n

Etablir des relations<\/h3>\n

Ajoutez tous vos prospects et vos clients sur LinkedIn : cela doit devenir un r\u00e9flexe pavlovien<\/a>.<\/p>\n

Vous devez \u00e0 priori d\u00e9j\u00e0 avoir eu un contact avec ces personnes lorsque vous les ajoutez, mais il peut vous arriver d’ajouter des contacts que vous avez seulement crois\u00e9, que vous voulez contacter ou qui ont un grand nombre de contacts en commun avec vous. Comme mentionn\u00e9 pr\u00e9c\u00e9demment, il faut dans ce cas trouver des points communs comme accroche et personnaliser votre message. Vous pouvez entrer en contact soit en utilisant les inMails LinkedIn, soit en r\u00e9cup\u00e9rant directement l’e-mail professionnel avec Datananas.<\/p>\n

Plus vous avez de contacts dans votre r\u00e9seau, plus vous aurez acc\u00e8s \u00e0 de nombreux prospects lorsque vous faites une recherche sur LinkedIn<\/a>. Essayez de concentrer vos efforts en vous connectant aux d\u00e9cisionnaires, mais misez \u00e9galement sur plusieurs connexions dans un m\u00eame compte. Vous pouvez utiliser Teamlink<\/strong> afin d’avoir acc\u00e8s au r\u00e9seau de vos coll\u00e8gues : cela devient notamment critique que les commerciaux aient acc\u00e8s au r\u00e9seau du directeur commercial ou de commerciaux plus seniors. Vous pouvez voir quels clients sont connect\u00e9s \u00e0 vos prospects et utilisez ces contacts comme levier si besoin. Votre r\u00e9seau n’est pas acquis une fois dans vos contacts cependant ! Vous devez cultiver vos relations en posant du contenu, en f\u00e9licitant vos contacts pour leurs nouveaux jobs, en fournissant vous-m\u00eame des introductions, etc.<\/p>\n","protected":false},"excerpt":{"rendered":"

Si le Social Selling Index (SSI) permet \u00e0 LinkedIn de faire la promotion de Sales Navigator, il est int\u00e9ressant de regarder comment ce score est construit, et les 4 piliers du Social Selling qu’ils mettent en avant.<\/p>\n","protected":false},"author":1,"featured_media":1988,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":"Other"},"categories":[139],"tags":[48,85,138],"yoast_head":"\nPiliers du social selling : les 4 commandements<\/title>\n<meta name=\"description\" content=\"Les r\u00e9seaux sociaux professionnels transforment le prospection conventionnelle. 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