A whitepaper released by IDC Research and LinkedIn focuses on the value of social networks for increasing trust between buyers and salespeople.
According to new research published by IDC and sponsored by LinkedIn, buyers making purchase decisions gravitate to their professional social networks to increase their confidence on a determined product or service. This process is called social buying.
Check out the whitepaper titled Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience, which includes great original data and tips on how to gain trust from buyers and provide them with confidence during the decision making process.
- Creating a trusted network on social media (through thought leadership and personal connections) establishes a first layer of trust between you and potential buyers.
- 75% of B2B buyers and 84% of C-level/vice president executives surveyed use social media to make purchasing decisions.
- Online professional networks are the number 1 information preference of buyers in the final stage of the purchase process.
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