This social selling use case will show you how to connect with your prospect using social media and selling skills.

1. Brush Up On Your
Social Selling Skills
Learn how to connect with customers
and open doors using social media.
@GerryMoran

2. Preview Summary
Is it time to brush up on your social selling skills so you can connect with customers and open more doors? Do you need a
new sales strategy? If you are not sure then answer these 5 questions:
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Are you clients returning your calls and emails?
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Are your clients researching their own needs?
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Is it important for your to be considered and expert?
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Is your personal brand critical to getting an appointment and closing a sale?
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Are you an expert at client communication?
If you aren’t sure about these answers then it’s time time to think how you can. Consider this 7-part selling strategy:
1. Have the best external-facing brand
2. Be at least as good as your competition
3. Position yourself as a relevant expert
4. Be a part of the buyer’s journey
5. Connect with the buyer on their terms
6. Walk the innovation walk
7. Use information to gain a competitive advantage at relationship building
If you like this slide deck, you might also find my social media and marketing coaching blog enjoyable. Check out
MarketingThink.com and let me know what you think! Thank you for your interest!
@Gerry Moran
@GerryMoran

3. In Social Pursuit Of A Customer
Not every CMO or decision-maker is active on social media However,
this is a great use case to show potential social touch points.
Beth Comstock just happens to be the most social CMO.
@GerryMoran

4. Customer Selling Strategy
Selling Strategy
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Your need to be informed, smart and add
value to make a good first impression.
Collect as much information as possible
Make selection of pre-touches
Set a smart first impression
Add value
Contact
@GerryMoran

5. Find The Customer On LinkedIn
Identifies a decision maker
using LinkedIn Navigator
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Once you find your contact, avoid making
immediate contact. Collect more information!
Does NOT follow
Joins same groups
Search to LEARN more
@GerryMoran

6. Find More Information On Google
Googles decision maker
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Looks for social channels
Looks for blogs
Search to LEARN more
Google your customer to begin your
search for more information.
@GerryMoran

7. … And More Information On Twitter
Finds decision maker
on Twitter
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Checks profile
Follows
Lists
Checks followers
Checks following
Check their Twitter profile, their followers
and who follows them. And, follow them.
@GerryMoran

8. … And More Information On Twitter
Checks decision maker’s
Twitterscape
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Favorites
Retweets
Tweets
Links
Lists
Check out their tweets and lists, which are an open
book to the type of content important to them.
@GerryMoran

9. … And More Information On Blogs
Checks decision maker’s
blog activity
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POV
Opinion
What’s Important!
Reading their blog posts is like reading
their business diary!
@GerryMoran

10. … And More Information On Facebook
Checks decision maker’s
Facebook activity
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Interests
Conversation starters
NEVER invite
Reading their open Facebook profile gives you a peak
into their personal likes, which is helpful when
suggesting to meet at a ball game or a wine bar.
@GerryMoran

11. Get On Customer’s Radar
Retweets decision
maker’s tweets
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Gets on radar
Validates her content
Supports her presence
Get on their radar by retweeting their content! Your
action will show up in their Twitter ‘in box”.
@GerryMoran

12. Get On Customer’s Radar With LinkedIn
Starts to like and
comment decision
maker’s LinkedIn
content
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Gets on radar
Validates
Supports
Continue to get on their radar with LinkedIn
comments, likes and shares!
@GerryMoran

13. Find Shared Connections With LinkedIn
Finds warm introductions
on LinkedIn Navigator’s
Team Link or through
your contacts
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What can others add?
Do others know
decision maker?
Connect to decision maker?
If you know someone who knows them, then use that
information to gather more information along the way.
@GerryMoran

14. Decision Maker Engages Back
Decision maker engages back
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Checks your profile(s)
Thanks you for comment or RT
Responds to comments
Looks at blog or site
Notices more
Some of this proactive engagement will turn into
acknowledgment. The relationship begins!
@GerryMoran

15. Deepen Engagement With Prospect
Engages more with
decision maker
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LinkedIn request
Twitter mentions & replies
More blog comments
Trust is built with more engagement.
@GerryMoran

16. Adds Sales Cycle-Based Value
Uses content to frame
buyer’s challenge
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Links to blog posts
Links to 3rd-party
articles
More blog comments
Sales rep begins to pass on more relevant content to help
customer’s sale-cycle based decision.
@GerryMoran

17. 1st Phone Call Or Appointment. Not Cold!
Reaches out on LinkedIn
InMail, Twitter dm, phone or
email to schedule an
appointment … and it’s not
cold.
Now the sales rep’s first phone or email contact is not a
cold call, since a relationship has been established.
@GerryMoran

18. Avoid 1st Contact Sounding Like ‘Peggy’
Source: http://moodyeyeview.files.wordpress.com/
@GerryMoran

19. Thanks!
@GerryMoran
gerry.moran@marketingthink.com
(215) 817-4085
MarketingThink.com
Social Media And Marketing Coaching Blog
Gerry Moran
@GerryMoran