How to Sell the Value of Social Media both Internally and Externally
Business Development& Social Media:
TWO BUCKETS:
1. Being a part of the sales process
2. Selling your own services / yourself
PARADIGM: Sales People and Sales
Process• How do I communicate the value
of my service to people who don’t fully understand it?
PARADIGM: Sales People and Sales
Process• How do I present myself and my
services to create value and generate interest?
PARADIGM: Sales People and Sales
Process• How can I work better with
Business Development people to create a positive outcome?
PARADIGM: Sales People and Sales
Process• How do I help manage client expectations
-- avoid either overpromising or undervaluing my services?
PARADIGM: Sales People and Sales
Process
• How do I manage the perceptions that I have about “salespeople”?
PARADIGM: Selling Myself
• How “technical” do my proposals need to be?
PARADIGM: Selling Myself
• What kind of questions should I be asking my potential clients?
PARADIGM: Selling Myself
• How do I help create better proposals and better communicate the value of my services to prospects?
PARADIGM: Sales People and Sales
Process•How can I better add value to the sales process?
INTERNAL SELLING:•Making friends with Business
Development
INTERNAL SELLING:
•Ensure that your service is properly represented
INTERNAL SELLING:
•Add Value
INTERNAL SELLING:
•What’s my role here?
INTERNAL SELLING:
•Its teamwork, after all
INTERNAL SELLING:
•Egos
INTERNAL SELLING:
•“The Fish stinks from the head”
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Be prepared
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Practice your speaking role
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Know where you fit in
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Only answer the questions you were asked
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•“Don’t make stuff up”
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Let the BD guy lead the meeting
ATTENDING/PARTICIPATINGAT CLIENT MEETINGS
•Think about the sale
Selling your own services /
Selling yourself
Qualifying - The Key to Everything
•Who is your buyer?
Qualifying - The Key to Everything
•Why do they need you?
Qualifying - The Key to Everything
•What are they really buying?
Qualifying - The Key to Everything
•Why you? What makes you so special?
Qualifying - The Key to Everything
•Are you talking to the MAN?How do you know?
Qualifying - The Key to Everything
•Can they really buy?
Questions to Ask a Potential Client
•Problem oriented questions
Questions to Ask a Potential Client
•Solution oriented questions
Questions to Ask a Potential Client
•Fear Factor questions
Questions to Ask a Potential Client
•Timing
Questions to Ask a Potential Client
•Money - The Ugly Word
Questions to Ask a Potential Client
•Ask for the Sale!