Social selling gameplan
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Social selling involves salespeople using social media and digital tools to interact directly with prospects. The four pillars of social selling are creating a personal brand, focusing on the right prospects, engaging with insights by sharing knowledge, and building trusted relationships. Social selling is important because buyers now research solutions online and educate themselves before engaging with salespeople later in the purchase process. Salespeople must become mini-marketers by educating prospects through helpful content instead of directly selling.
Social selling gameplan
- 1. Social Selling How to Use Social Media to Increase Your Revenue Potential
- 2. What is Social Selling? Social selling is when salespeople use social media and other digital tools to interact directly with their prospects. Salespeople will provide value by answering prospect questions and offering thoughtful content until the prospect is ready to buy. The 4 pillars of social selling: 1. Create a personal brand 2. Focus on the right prospects 3. Engage with Insights 4. Build Trusted Relationships
- 4. Why Social Selling? The Sales funnel has changed The buyer is now in control of the sales funnel • Buyers self educate and research solutions that meet their needs • Buyers don’t engage with sales until they are long way through the purchase funnel • The modern sales professional has to become a mini-marketer Educate, don’t sell • Share your knowledge • Share your success stories • Help others wherever you can • Instead of being a hunter or a farmer, be a magnet
- 5. Create your personal brand You are a brand • People do business with you because they like and trust you • You represent your company because it fits your core values • When anyone in my market thinks of my services, I want them to think of me • Your customers want information, share all your knowledge
- 6. You are a brand Online Advertising Townsquare Media Digital Marketing Family man Technology Networker Sales University of Iowa Allumni International
- 8. Focus on the right prospects Social listening – track what is being said about your company and your industry Google Alerts – set alerts for certain keywords to stay up to date
- 9. Focus on the right prospects • The Source: https://business.linkedin.com/sales-solutions/blog/t/the-most-important-bar-graph-youll-see-all-year
- 11. Engage with Insights › Read, read, read, and read some more… › Find your mentors and engage with them › Share your thought – don’t overthink this › Have discussions › Find your niche and be the expert › Social selling has to happen online AND offline › Educate in the research phase and they will follow you towards the purchase Become a thought leader in your industry
- 14. Built trusted relationships •Connect online after first meeting • Stay top of mind with the buyer • Offer additional insight • Monitor prospects • Monitor and manage your online reputation •Ask for recommendations and referrals •Participate in online discussions to share your expertise
- 15. Built trusted relationships Social Media needs to be social • Have genuine conversations and focus on the needs of the prospect first, selling second • Listen to conversations and debate • 92% of B2B buyers will engage with a sales representative who is a known industry thought leader • Be visible • Be forward thinking • Be a curator Don’t be this guy
- 17. Social Selling Game plan •Get a professional picture • No bar or tuxedo pictures • Profiles with a picture are 7 times more likely to be viewed by others •LinkedIn is not a resume, its your digital business card •Use keywords in your summary so Google will find you •Create a catchy headline •Test scores, Certifications, memberships, and projects
- 18. Social Selling Game plan • 73% of online customers trust advice from Twitter • Audience is young and educated • Get notifications on your competitors tweets • Participate in twitter chats • #linkedinchat • Twitter advanced search • https://twitter.com/search-advanced
- 19. Social selling Game plan • If you could own every bill board on the interstate for free, would you do it? • Every social channel has a different audience • Use the social channels that fits your personal brand and your audience • To get the best exposure, post content at the right time
- 20. Social Selling Game plan •Schedule your posts ahead of time • Hootsuite • Buffer • SocialOomph •Gather content that you want to share • Feedly • Digg • AOL reader • Feedspot
- 22. Measure your social selling skills business.linkedin.com/sales-solutions/the-social-selling-index