how to win over and over again - social selling - zoominfo webinar

How to Win Over and Over Again

Bill Ricewww.bettercloser.com

@billrice

Twitter discussion: #WinSales

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Key Elements in Repeated Wins

• Balancing collecting and processing• Using automation and lead nurturing• Getting “natural closes” with process

Getting tactical

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Collecting & Processing

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Social Media, Social Clutter

• Linkedin– 70 Million– Over 90,000 groups

• Twitter– 105 Million– 3 billion messages per day

• Facebook– 500 million– 30 billion pieces of content shared each month

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Steve Pyke, TIME.comhttp://bit.ly/messy-al-gore

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Collecting

• Prospecting– Opportunity– Pain– Shifts

• Targeting– Opportunity– Angles

• Data Curation

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Focus, Target, Find, Automate

• Focus on the right social networks• Target known lead characteristics• Find opportunities and suspects• Automate your social lead generation

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Focus (Evaluating Data Sources)

• Source of the original data• Specificity of the data• Intent of the data provider• Cost of the data• Usefulness (accuracy)• Efficiency

Target

Find

Automate

Examples

• Linkedin – Targeting• Twitter – Pain• Blogs – Perception• Discussion Groups – Triggers• Google - Automate

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Qualifying Leads with Linkedin

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Linkedin for Call Objectives

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Linkedin for Angles of Attack

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Social Networks to Map Organizations

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Mapping Architecture

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Mapping Purchasing Decisions

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Twitter for Angles of Attack

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Qualifying Leads with Google

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Google for Angles of Attack

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Identifying Power and Relationships

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Zoominfo

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Automate Your Collection

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Processing

• Content– Nurturing– Conversations

• Purpose– Call– Email– Appointments– Presentations

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Messaging

• Clear themes• Needs, wants, perceptions, preferences• Synthesize• Create key messages

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Reuse, Repurpose

• Package• Distribute• Repackage• Distribute differently

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Message

• Know your messages– Prepare them– Look for them– Catalog them

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Presentation

Virtualization

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Link and Measure

• Make sure you can measure response– Linkedin (Who’s Viewed My Profile?)– Custom URL (i.e., blog post)– Hootsuite (Twitter)– Bit.ly (Any URL)

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Lead Nurturing

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Consistent Engagement

• 2500 “past leads” > 6 months• Results (3 months):– 20% lost and 16% “not a fit”– 40% identified for active nurturing– 15% identified as “sales ready”– 7% converted to sales– Revenue: $1.2 million

(Source: InTouch – www.startwithalead.com)

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Email

• #1 way to stay top of mind• Easy to automate• Use with call campaigns• Call to action is key• Measure (link!)

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Linkedin

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Slideshare.net

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Twitter

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Facebook

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Blogging

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http://bettercloser.com/7-reasons-social-media-sales/

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More “natural closings”

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Closing Sales Becomes Magical

• You get calls• Emails get opened• Credibility and expertise are assumed• Trust is built• People know your name

Asking for the sale becomes much easier

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Bill RiceWeb: www.bettercloser.com/zoominfoEmail: bill.rice@kaleidico.comTwitter: @billriceLinkedin: www.linkedin.com/in/billricePhone: 734.775.4487