social selling tips and tricks - leverage social selling to get in discussion with right prospects
TRANSCRIPT
LEVERAGE SOCIAL SELLING TO GET IN DISCUSSION WITH RIGHT PROSPECTS
SOCIAL SELLING TIPS & TRICKS
@MikkoSeppa
ALL ABOUT SOCIAL SELLING
WHAT SOCIAL SELLING IS?WHY YOU SHOULD UTILIZE IT?HOW TO SUCCEED WITH SOCIAL SELLING
WHAT + WHYPART I
I don’t have time for this s***xIt won’t work for B2BxIt won’t work in my [insert industry here]x
SHOW ME THE MONEY!!!!!!!1xMy customers aren’t ”social”x
NO…
77% OF B2B BUYERS SAID
THEY DID NOT TALK WITH A SALESPERSON
UNTIL AFTER THEY HAD PERFORMED
INDEPENDENT RESEARCH
”
”Corporate Executive Board
79% OF SALES PEOPLE USING SOCIAL MEDIA TO
SELL OUTPERFORMED THOSE WHO WEREN’T USING SOCIAL MEDIA
””ABERDEEN RESEARCH GROUP
84% OF C-LEVEL AND VP-LEVEL BUYERS USE SOCIAL MEDIA FOR B2B PURCHASE DECISIONS
”
”IDC White Paper Sponsored by LinkedIn, "Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience", April 2014
DEAR SALES LEADER THIS IS HOW MUCH YOUR SALES
REPS WASTE TIME BY COLD CALLING.
IBM PREFERENCE STUDY FOUND THAT COLD CALLS ARE
INEFFECTIVE 97% OF THE TIME.
YOU DON’T GET TIME BACK, SO SPEND IT WISELY!
MODERN SALES & MARKETING IS ALL ABOUT BUILDING TRUST
400 000 000
100 000 000
800 000
GLOBALLY
EUROPE
FINLAND
LEVERAGING YOUR SOCIAL BRAND TO FILL YOUR PIPELINE WITH THE RIGHT PEOPLE, INSIGHTS AND RELATIONSHIPS.
SOCIAL SELLING DEFINITION
SOCIAL SELLING IS AN INSIGHT DRIVEN PROCESS, WHERE ONE AIMS TO INTERACT WITH AND INFLUENCE THEIR PROSPECTS BY EDUCATING THEM VIA SOCIAL NETWORKS
Mikko Seppä
SOCIAL SELLING DEFINITION
4 KEY BENEFITS OF SOCIAL SELLING
4 KEY BENEFITS OF SOCIAL SELLING
▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility
4 KEY BENEFITS OF SOCIAL SELLING
▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility
▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations
4 KEY BENEFITS OF SOCIAL SELLING
▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility
▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations
▸ Grow your Network: Develop relationships with people who can share information and provide referrals. Connect with your network frequently!
4 KEY BENEFITS OF SOCIAL SELLING
▸ Develop a Reputation: Build a strong online reputation that showcases your experience and increases your credibility
▸ Gather Intelligence: Research social information (profiles, discussions, backgrounds) to prepare for sales conversations
▸ Grow your Network: Develop relationships with people who can share information and provide referrals. Connect with your network frequently!
▸ Be the Trusted Advisor: Provide meaningful insights that grab attention of your prospects
HOW TOPART II
CREATE SOCIAL PROFILES1
CREATE CUSTOM STREAMS2
SET UP GOOGLE ALERTS3
JOIN RELEVANT (LINKEDIN) GROUPS4
GET INTRODUCED5
SHARE MEANINGFUL INSIGHTS6
Last on the list, but it’s
the most important
SHHHHH…. HERE’S A REALLY EFFECTIVE WAY TO GET YOUR MESSAGE THROUGH
RECEIVER’S VIEW
ADVANCED TIPS AND TRICKS FOR SALES PROFESSIONALS
HOMEWORK!
▸ Create (and use) social profiles on Twitter and LinkedIn
▸ Create custom stream to stay on top of conversation with:
▸ Prospects
▸ Keywords/terms related to your solution
▸ Competitors
▸ Industry thought leaders
▸ Set up Google Alerts
▸ Join industry-specific groups on LinkedIn
▸ Share interesting insights to your network
TEST YOUR SOCIAL SELLING
SOCIAL SELLING INDEX First-of-its kind measure that ranks company utilization of LinkedIn as a social selling tool.
Gain visibility into your company’s activities Uncover new opportunities Benchmark yourself against peers and competitors
GET YOUR SCORE
THANK YOU!ANY QUESTIONS YOU WOULD
LIKE TO ASK?
ADVANCEB2B.FI