3 fundamentals of a successful social selling strategy

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@MARKWSCHAEFER social selling 3 fundamentals of a successful strategy

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Social media provides both an opportunity and an impediment to many sales professionals. But the job will be easier if you keep these three fundamentals in mind!

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Page 1: 3 Fundamentals of a Successful Social Selling Strategy

@MARKWSCHAEFER

social selling 3 fundamentals of a successful

strategy

Page 2: 3 Fundamentals of a Successful Social Selling Strategy

Hi. I’m Mark W. SCHAEFER. An author. Blogger. Marketing consultant. College educator.

Page 3: 3 Fundamentals of a Successful Social Selling Strategy

ONE OF THE MOST PERVASIVE MANTRAS

ON THE SOCIAL WEB IS…

Page 4: 3 Fundamentals of a Successful Social Selling Strategy

DON’T SELL.

Page 5: 3 Fundamentals of a Successful Social Selling Strategy

SURE, YOU’LL LOSE FRIENDS

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IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.

Page 7: 3 Fundamentals of a Successful Social Selling Strategy

IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.

(please. don’t be that guy.)

Page 8: 3 Fundamentals of a Successful Social Selling Strategy

BUT SOMETIMES YOU HAVE TO SELL.

(especially if your job is in sales.)

Page 9: 3 Fundamentals of a Successful Social Selling Strategy

AND I’M HERE TO TELL YOU THAT YOU CAN DO JUST THAT

ON THE SOCIAL WEB.

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Here are 3 fundamentals for success in social selling.

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Tear down the digital divide.

1

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Social media is the most powerful personal networking

opportunity ever created.

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Here’s the problem, though.

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A lot of sales people forget what made them successful

in the offline world

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becoming mindless

tweet machines.

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becoming mindless

tweet machines.

Must tweet all the things!

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Approach digital relationships

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the same way you approach human ones.

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after all

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there are still humans behind those little twitter profile pics.

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there are still humans behind those little twitter profile pics.

@markwschaefer @Jessostroff @geoffliving

HERE’S PROOF…

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HUMANS! THEY DO EXIST!

@Jessostroff @geoffliving@markwschaefer

Page 23: 3 Fundamentals of a Successful Social Selling Strategy

Social media is an extension of you…

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Your personality

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Your personality

your interests

Page 26: 3 Fundamentals of a Successful Social Selling Strategy

Your personality

and the qualities that already make you a

great salesperson.

your interests

Page 27: 3 Fundamentals of a Successful Social Selling Strategy

Don’t treat people differently

online vs. offline.

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Connect in a human way.

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adopt the social media mindset.

2

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When most people start on the social web, they see it as

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another place for their ads & press releases.

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wrong.

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People are on the social web

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as an escape from your ads & press releases.

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You need a new approach…

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something i call

Page 37: 3 Fundamentals of a Successful Social Selling Strategy

The Social Media Mindset

Page 38: 3 Fundamentals of a Successful Social Selling Strategy

The Social Media Mindset

65

meaningful content

targeted connections

authentic helpfulness

Page 39: 3 Fundamentals of a Successful Social Selling Strategy

Here’s a snapshot of how this works online.

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Meaningful content

65 Drives awareness and connection on the web.

Page 41: 3 Fundamentals of a Successful Social Selling Strategy

targeted connections

become our network to ignite our content.

Page 42: 3 Fundamentals of a Successful Social Selling Strategy

authentic helpfulness

causes people to seek out companies, brands and people on the web.

(not advertising)

Page 43: 3 Fundamentals of a Successful Social Selling Strategy

Combining all three?

65

meaningful content

targeted connections

authentic helpfulness

+ + =

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Tangible Business Benefits

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Think of it as social helping instead of social selling.

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Think of it as social helping instead of social selling.

(Trust me, this really works!)

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align with sales success factors.

3

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The wonderful thing about social media is

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it can align itself with the very things that make

you successful

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in your human business relationships.

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Like…

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Tuning into customer’s needs

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Social media lets you get a real sense of what

your customers need help with.

Page 54: 3 Fundamentals of a Successful Social Selling Strategy

Being responsive

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Social media lets your customers know that you’re

always there if they need help.

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Acting proactively

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If you pay attention to your social stream, you will find

ways to help your customers before they even ask.

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Building Integrity & Trust

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Social media lets you build a network and show people just how valuable you are.

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Let’s also be clear and honest about something.

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Social Selling does not necessarily align with quarterly sales goals.

Page 62: 3 Fundamentals of a Successful Social Selling Strategy

Social Selling does not necessarily align with quarterly sales goals.

(Sorry to burst your bubble.)

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Building relationships rarely aligns with a set timeframe!

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You need to think of social selling opportunities

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the same way you think of networking At a live conference

or industry meeting.

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The payoffs are in the connections you make…

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And that takes time to develop.

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Still with me? Good.

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Still with me? Good. Let’s recap.

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Fundamentals of a Successful Social Selling Strategy3

1 Tear down the digital divide.

2 Adopt the Social Media Mindset.

3 Align your Social Media Presence with Sales Success Factors.

Page 71: 3 Fundamentals of a Successful Social Selling Strategy

It’s all in my book, The Tao of Twitter.

Click here to Buy Now

Learn how The social media Mindset

can change your life and business!

Page 72: 3 Fundamentals of a Successful Social Selling Strategy

Content by @markwschaefer Design by @sarahsmason

businessesgrow.com/blog uncommonlysocial.com/ services/presentation-design

Click a Link and Say Hello Online!

Page 73: 3 Fundamentals of a Successful Social Selling Strategy

THANKS!typography Komika Title Paint

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