Start Social Selling Now
#SocialSellingNow
Meet your social selling expert
#SocialSellingNow
Lindsay Brothers
@LindsayBro
@LiveHive
Brought to you by LiveHive
Sales Engagement Solution with analytics to
better understand your prospects
#SocialSellingNow
Agenda
#SocialSellingNow
1. Why you need to start social selling
2. Where are your customers?
3. Getting Started
4. Develo...
Social Selling Defined
#SocialSellingNow
Social selling is selling via established social networks and
relationships.
Leve...
Why Social Selling?
People want to buy from their friends and network.
75% of B2B buyers will likely use social media in t...
Where are your customers?
If you’re selling B2B, you need to spending
time on LinkedIn, Google+ and even Twitter.
Accordin...
Where are your customers?
Facebook is generally used for
personal sharing.
Pinterest, Facebook and
Instagram are image-foc...
Understanding your customers
• What do your customers care
about? What interests them?
• Work with marketing to
understand...
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
Create a profile for selling
The ...
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
Refine your profile
Checklist
 P...
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
How do you grow connections?
Conn...
Finding content
Browse the web and company
materials for content that is valuable
There are a number of great
resources fo...
Finding content
Clip and save content that you can
share. Save good content for a rainy
day.
• There are many web clippers...
Share and personalize
• Sharing interesting content needs
to be consistent and varied
• The 4-1-1 rule
• 4 pieces of inter...
“Rep” = Thought Leadership
“A thought leader is an individual or firm that prospects, clients,
referral sources, intermedi...
Developing your social selling
“rep”
Reputation matters in sales,
especially on LinkedIn
Become known as a thought leader
...
Q & A
Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
#SocialSellingNow
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Start Social Selling Now

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B2B buyers are spending lots of time on social media, so how do you reach them and sell through your network? In our free, informative webinar, learn the basics of social selling, how to get started, and how to be successful. Hear the newest tips and tricks on growing your network and selling directly to them.

http://livehive.com/social-selling-with-livehive/

Published in: Sales, Technology, Business
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  • Yehuda Cagen got $100K in new business for his companySander Biehn became a thought leader, renewed business with Fortune 100 company with original content, social outreach. Gained a $47 million new contract.
  • Yehuda Cagen got $100K in new business for his companySander Biehn became a thought leader, renewed business with Fortune 100 company with original content, social outreach. Gained a $47 million new contract.
  • Yehuda Cagen got $100K in new business for his companySander Biehn became a thought leader, renewed business with Fortune 100 company with original content, social outreach. Gained a $47 million new contract.
  • Start Social Selling Now

    1. 1. Start Social Selling Now #SocialSellingNow
    2. 2. Meet your social selling expert #SocialSellingNow Lindsay Brothers @LindsayBro @LiveHive
    3. 3. Brought to you by LiveHive Sales Engagement Solution with analytics to better understand your prospects #SocialSellingNow
    4. 4. Agenda #SocialSellingNow 1. Why you need to start social selling 2. Where are your customers? 3. Getting Started 4. Developing your social selling “rep” 5. Q & A
    5. 5. Social Selling Defined #SocialSellingNow Social selling is selling via established social networks and relationships. Leveraging your personal and social brand is extremely important in social selling. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A
    6. 6. Why Social Selling? People want to buy from their friends and network. 75% of B2B buyers will likely use social media in the buying process. Social media engagement keeps leads warm and can turn into conversion • According to a 2011 study at the Keller Research Center at Baylor University, 4 out of 5 cold calls lead to outright rejection • 10-12 touches on average required to convert a lead Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow Source: BEM, “A Case for Social Selling” 2013 http://bit.ly/1lvVwgS
    7. 7. Where are your customers? If you’re selling B2B, you need to spending time on LinkedIn, Google+ and even Twitter. According to a Forrester Report from 2013, 74% of B2B decision makers use LinkedIn. 42% use Twitter. If you’re feeling overwhelmed, stick to LinkedIn. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    8. 8. Where are your customers? Facebook is generally used for personal sharing. Pinterest, Facebook and Instagram are image-focused, which is great is you’re selling to consumers or if marketing tends to produce lots of images. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    9. 9. Understanding your customers • What do your customers care about? What interests them? • Work with marketing to understand the buyer persona • Learn from customers you have sold to. What would they like? Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    10. 10. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A Create a profile for selling The key isn’t to just share, but also make sure your profile reflects your messaging. Include original content on your profile, link to interesting materials, and cater everything to how you can help your potential buyer. #SocialSellingNow
    11. 11. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A Refine your profile Checklist  Picture  Complete summary  Contact info  Current position  Content useful to buyer  LOTS of connections Check out LinkedIn Diva Lori Ruff’s fantastic profile for inspiration: Linkedin.com/in/loriruff #SocialSellingNow
    12. 12. Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A How do you grow connections? Connect with everyone! • Past and current customers • Anyone you’ve ever worked with • New connections from groups • LIONS (LinkedIn Open Networkers) • Friends, family, even people you forgot from high school The more people you connect with, the larger your audience. If you feel overwhelmed, remove people from your newsfeed. Connect 4? No, connect as much as you can! #SocialSellingNow
    13. 13. Finding content Browse the web and company materials for content that is valuable There are a number of great resources for finding content • Flipboard, Feedly or other RSS reader • Industry blogs & publications • Company blog • Twitter - follow thought leaders, hashtags, relevant publications • Follow thought and industry leaders on LinkedIn Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    14. 14. Finding content Clip and save content that you can share. Save good content for a rainy day. • There are many web clippers online. Evernote and LiveHive have web clippers. Content can be anything: invites to webinars, ebooks, blog posts, pictures… be creative! Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    15. 15. Share and personalize • Sharing interesting content needs to be consistent and varied • The 4-1-1 rule • 4 pieces of interesting/useful content • 1 soft sell • 1 hard sell • Personalized content goes a long way Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
    16. 16. “Rep” = Thought Leadership “A thought leader is an individual or firm that prospects, clients, referral sources, intermediaries and even competitors recognize as one of the foremost authorities in selected areas of specialization, resulting in its being the go-to individual or organization for said expertise.” Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A “A thought leader is an individual or firm that significantly profits from being recognized as such.” Source: What is a Thought Leader? Russ Alan Prince, Bruce Rogers, Forbes, 3/16/2012 http://www.forbes.com/sites/russprince/2012/03/16/what-is-a-thought-leader/ #SocialSellingNow
    17. 17. Developing your social selling “rep” Reputation matters in sales, especially on LinkedIn Become known as a thought leader Consistently share material that informs, educates, helps, and even entertains. The key here is being valuable! Yehuda Cagen $100K new business Sander Biehn @sanderbiehn $47 million new contract Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A Source: Social Selling with the Sharks Presentation 2013 http://slidesha.re/OVPvwX #SocialSellingNow
    18. 18. Q & A Social Selling | Where are your customers? | Getting Started | Developing your rep | Q&A #SocialSellingNow
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