crush sales with social media
TRANSCRIPT
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Presented by @MitchyBallen
August 19, 2015
Crushing Your Quota with Social Selling
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Presenter
Mitch Ballentine@MitchyBallen
Principal – Ballentine Media Inc
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Mitch’s Background
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Why Social Selling?
Buying is now social thanks to instant information.More time is spent on social sites than any other category of sites.Nielsen: State of the Media – Social Media Report 2012.
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Why Social Selling?
Via Shareaholic: Social Media Traffic Trends 2015
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OgilvyOne Worldwide – 2010 Study
• 1 000 respondents across four continents.• 49% of salespeople see social media as
important to their success.• 65% of top salespeople believe social
media to be important to success.OgilvyOne Worldwide: The Future of Selling – white paper by Brian Fetherstonhaugh
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What We’ll Cover
• Five Social Selling Hacks.• The Role of Content (created and curated).• Why You Need to Listen.• Be Sociable.• Put It Together: Create a Routine.
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Quick Poll – Who Has Used Facebook Graph Search?
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Hack #1: Facebook Graph Search
• Social Proximity: who do I know who knows who I want to know?
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Hack #1: Facebook Graph Search
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The Role of Content
QualityContent
Authority &
Credibility
Awareness
Community
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The Role of Content: Create vs Curate.
• Creators:• Wordpress.• Squarespace.• Company Blog.• LinkedIn Publishing.
• Curators:• Google Alerts.• Slideshare
(LinkedIn).• Storify.• Hootsuite
Suggestions.
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The Role of Content: Hootsuite Suggestions.
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Content: Remember the Customer.“A potential buyer doesn’t want to know how many times you crushed quota. They want to know that you’re client centric, that you have a passion for delighting the customer.”
-Peter Kim,Director of Sales, Relationship Management
LinkedInvia Hootsuite blog
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Why You Need to Listen.
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Why You Need to Listen.
• Potential customers and clients are constantly articulating their needs on social media.• Identify opportunities, tailor existing or new
offers and pitches.• Discover what our audience and
connections find relevant and interesting.
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Why You Need to Listen: Listening Tools.
• Facebook Graph Search.• Social Mention.• Hubspot.• Hootsuite.• Twitter Search and Hashtags.
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Hack #2: Twitter Advanced/Local Search.
• https://Twitter.com/search-advanced
• Over 500 million tweets per day.
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Hack #2: Twitter Advanced/Local Search.
• https://Twitter.com/search-advanced
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Hack #3: Twitter Lists.
• Twitter is comparable to drinking champagne from a fire hose.
• Make the most of your time on Twitter.• Categorize potential prospects, industry leaders,
and even competitors using lists.• Public or private.
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Hack #3: Twitter Lists.
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Stop.
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Be Sociable.“The best salespeople are people who build real relationships.”
-Tony Hseih,Zappos.com
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Be Sociable.
Email Phone
Direct Message In Person
Be Sociable
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Be Sociable.
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Hack #4: Request a LinkedIn Connection
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Hack #4: Request a LinkedIn Connection
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Hack #5: Use Rich Media
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• Set goals.• Check your feeds.• Schedule content.
• Hubspot/Hootsuite.• Post a tip.• Engage/reply.
• Search/listen.• Follow/list.• Ask for a
connection.• Be Sociable.
Put it Together: Create a Routine.
W W W. M A X I M I Z E R . C O M © 2015 Maximizer Software Inc.
Thank you!@MitchyBallen