How To Nurture B2B Buyers On Social Media

In this week’s episode of the Social Selling Show, Will and Daniel talk about nurturing buyers through social selling and LinkedIn after they've made a purchase. Resources:  Daniel’s LinkedIn Will’s LinkedIn Book – Seven Stories Every Salesperson Must Tell Book – The Extremely Successful Salesman's Club Transcript Will Barron: This episode of the show is brought to you from the Salesman.org HubSpot Studio. Welcome to the Social Selling Show, myself, Will Barron, founder of Salesman.org, and the King of Social Selling, Daniel Disney. How's it going, mate?   Daniel Disney: It is going really well, Will, excited to be back today. And yeah, we've got quite a good interesting topic today. Another one of those unique ones that you don't see people talking about it on LinkedIn, it's not something you see a lot of people writing about, but it's a really important part of the process that I think a lot of people forget or ignore.   Why Do We Need to Nurture Buyers After the First Sale? · [00:45]    Will Barron: It's the least sexy thing we're ever going to talk about on the show that might make you the most money. And on today's episode we're going to talk about how you can nurture your buyers via social selling, via social media, after they've made a purchase. And we'll start with this, I think we're going to be relatively aligned on this question, Daniel, but why do we need to nurture our buyers after the first sale has taken place?   Daniel Disney: Well, hopefully, Will, the people watching and listening to this are long term invested in their customers and not just looking for that quick sale. Which we know, I mean unfortunately, a lot of the bad stereotypes of salespeople are the ones that are trying to get anyone and everyone to buy from them, and they're only focused on that individual sale. Hopefully the people watching and listening to this are looking beyond that, which is why it's important, because one customer in itself can create so many more opportunities, whether it's buying again in a year's time, whether it's buying additional items, whether it's connecting you with other departments to sell additional items, and then you've got referrals. So yeah, an individual customer has a tonne of opportunity, as long as you look past them as just an individual customer.   Will Barron: So you've done all the hard work, you've done all the stressful work, you've done all the research, you've done that initial building of trust, why would you just let all that go to S and just not leverage it on the backend to do more deals? And we're going to see this in most marketplaces, as everyone moves to a subscription model. I can't think of an industry that isn't moving towards a subscription model versus an upfront capital payment. As all that shifts,