How to Master Social Selling in 7 Simple Steps

Are you just happy posting on social media, solving queries, and dropping the occasional fire emoji on a lead’s comment? Well, it’s time to take things up a notch with some good ol’ social selling.

Here's the deal. If you're already putting in the effort to connect, engage, and build a community, why not let that hustle help you close more deals?

Check this out. Just over 78% of salespeople using social selling outperform peers who don’t. That’s not just a flex, it’s a wake-up call. 

And get this, 90% of people buy from brands they follow on social media. So, if you're building relationships online, you're already halfway there.

Social selling isn’t about cold pitching in DMs or being that person who replies with “Let’s collab?” on every post. It's about being present, helpful, and top-of-mind when your leads are ready to make a move.

Whether you are answering questions in the comments, posting thought leadership, or just being your authentic, like-worthy self, you're laying the foundation for trust - the currency of new-age sales.

So if you're showing up anyway, show up with a proper social media strategy. Social media can be more than just a place to post memes and monitor likes, it can be your best-performing sales channel.

Here’s how you can turn those double taps into dollar signs.

What is social selling and why should you care?

Alright, let’s break it down without the jargon. Social selling is basically using your social media presence to boost sales. 

Yep, the one you're already using to post, like, comment, and DM, used to build real relationships with potential customers. It’s not about hard-selling or spamming people with offers.

It’s about showing up, being helpful, answering questions, sharing value, and earning trust before someone’s even ready to buy.

Instead of cold-calling strangers, you're warming up leads through content, conversations, and connections. And when they are ready to buy? You're already top of mind.

Why should you care? Because people buy from people they trust and trust doesn’t come from a sales pitch. It comes from familiarity, consistency, and actually being useful.

Your competitors? They're probably already doing it. And if you aren't, you might just be leaving money (and meaningful connections) on the table.

This is how SEMRush uses humor to sell conference tickets. So subtle, so relevant. A+ in social selling without looking like selling.

So yeah, social selling isn’t the future. It’s the now. And it’s not as scary as it sounds. You're probably already doing parts of it without even realizing.

How to start with social selling?

Here are 7 simple steps to help you master social selling without the awkwardness, and definitely without cold calls.

Step 1: Optimize your social media profiles

First impressions matter, especially online. Your social media profile can make or break the deal, quite literally. So make it a good one.

Make sure your profile pic is high quality (no blurry car selfies, please), your headline says what you actually do, and your bio clearly shows who you help and how.

On LinkedIn? Use your banner image to showcase what you offer. On Instagram or X? Pin a post that shows your best value up top.

You want people to land on your profile and think, “Ah, this person gets it.”And don’t forget your “About” section, keep it conversational, but focused.

Check out Gong.io rep, Sylvia S, on LinkedIn. Her profile isn’t stuffy, in fact it's quite strategic. You instantly know what problems she solves and why she's worth following. 

Make your profile less of a résumé and more of a relationship starter.

Step 2: Build connections that count

Don’t just hit “connect” like a bot trying to beat a high score. Every connection should have intention.

Think clients, industry peers, decision-makers, collaborators, not just random people. Send a quick, personalized message when you connect. “Loved your recent post on [topic]” goes way further than “Let’s connect.”

Also, engage regularly with your network. Comment, react, and share. It’s how relationships are built before you ever pitch.

Here’s how Jamie from Heyoo does this flawlessly. He doesn’t just grow their network, he nurtures it with real, fun conversations.

Remember that sales isn’t about selling, it’s about solving, and that starts with knowing your people.

If you want to work with someone, start by showing up in their comments consistently. People notice the effort.

Step 3: Listen before you sell

You wouldn’t walk into a party and immediately yell, “Wanna buy my product?” Right? (Please say right.)

Social selling is the same. Listen first. Learn what your audience is struggling with. Understand their language, pain points, and priorities. Use social listening tools to see what’s trending or being discussed.

Ryanair nails this. They craft content and responses that feel like they are part of the convo, not crashing it. The better you listen, the more tailored your message will be when you do reach out.

Listening also helps you uncover opportunities you didn’t even know existed, as well as buyer intent signals, new leads, and timing cues.

So, before you pitch, post, or DM… scroll, read, and listen.

Step 4: Engage authentically to build trust

People can smell fake a mile away. That means no generic “Great post!” comments or overly polished brand-speak.

Speak like a human. Be curious, thoughtful, and helpful. Ask questions, offer perspectives, drop a relevant stat, and just engage.

Duolingo is a prime example. Their social engagement isn’t just on-brand, it’s human. They laugh, clap back, and join in, just like a real person.

When you engage consistently and genuinely, people start to recognize your name. That familiarity is trust.

And when trust is there? Sales get way easier. Play the long game. You're not just building a pipeline, you're building a presence.

Step 5: Share content that converts

You don’t have to be a “creator” to create content. You just have to know your stuff and be willing to share it.

Focus on tips, insights, industry news, behind-the-scenes, hot takes, success stories, and anything that helps your audience win. Your content should make people think, “Wow, if this is free, imagine what I would get if I worked with them.”

Canva crushes this. They are constantly sharing how-tos and templates, not just shouting “Try Canva!”

Also, mix it up! Go for carousels, polls, videos, threads, or even stories. The more relatable and useful your content is, the more it builds authority and connection.

And yes, it’s okay to plug your product sometimes, just make sure it’s earned.

Step 6: Slide into DMs with tact

Nobody wants to get a “Hey, I saw your profile, wanna book a call?” message two minutes after connecting.

DMs should feel like a natural next step, not a hard left into the pitch zone. Start by referencing something real: a post they made, a comment you shared, a mutual connection.

Lavender.ai’s team is great at this. They often offer free value in DMs (like a post audit) before they ever sell anything.

Use DMs to ask questions, offer a quick win, or simply deepen the relationship.

And if it does make sense to pitch? Keep it light, respectful, and permission-based. (“Would it be cool if I shared something that might help?” is gold.)

Step 7: Measure, learn, and respect

Here’s where the magic happens. You can’t grow what you don’t track. 

Look at what content gets engagement. Which convos lead to calls? Which DMs land, and which fall flat?

Then tweak, test, and try again. Social selling isn’t static, it evolves. Social media analytics tools like Measure Studio are perfect for cross-platform insights that make it easy to see what’s working.

Also, respect your audience’s time and space. Not every lead is ready, and not every moment is a selling opportunity. It earns a response.

Bonus: Check your Social Selling Index (SSI)

LinkedIn’s Social Selling Index (SSI) is like your social selling scoreboard. It measures how well you are building your brand, connecting with the right people, engaging, and creating relationships.

It’s not about chasing a high score, but it is helpful for seeing where you can improve. Go to the LinkedIn Social Selling Index page and tap on Get Your Score.

It’ll show you your score instantly (and how you compare to your industry). Use it as a nudge, not a grade. Progress over perfection, always.

Note: Follow social selling stars like Justin Welsh, Amanda Natividad, and Nick Bennett. Pay attention to their tone, cadence, and content style. Learn and adapt to win quickly.

Conclusion

Social selling isn’t about being everywhere, doing everything, or posting 24/7. It’s about being intentional. Knowing when to speak, when to listen, and most importantly, when to measure what matters.

The difference between just being active and being effective? It’s in the data.

That’s where Measure Studio comes in.

If you are serious about turning your social efforts into actual impact, deals closed, relationships built, and revenue moved, you need more than just vanity metrics. You need insights. Real ones. Cross-platform, content-specific, trend-tracking kind of insights.

Measure Studio helps you see what’s working, what’s not, and what to double down on. So you can stop guessing and start selling with clarity.

Get started with Measure Studio today.

Frequently Asked Questions

Do I need to be active on every platform to succeed at social selling?

Not at all. It’s better to go deep than wide. Pick 1–2 platforms where your audience already hangs out like LinkedIn for B2B, Instagram or TikTok for creators, or DTC, and focus on showing up consistently and meaningfully there. Quality beats quantity every time.

How is social selling different from social media marketing?

What if I am not a "content creator"? Can I still do social selling?