Introduction to social selling
•Download as PPTX, PDF•
0 likes•306 views
Social Selling is made in order to achieve your goals. Tech buyers are numerous in the sale cycle, and you have to reach them where they are : online, on social media. So stop calling them. Build your personal brand and establish trust. This presentation is an introduction on Social Selling in LinkedIn. Stay tune for more content on other social network. Let's bring you social media index up to 99 !
Recommended
Recommended
More Related Content
More from Nicolas BYKOFF
Recently uploaded
Recently uploaded (20)
Introduction to social selling
- 2. Content What is Social Selling ? Why invest in Social Selling ? Calculate your Social Selling score ? How to improve your Social Selling score ? Best Practices Next steps
- 3. What is Social Selling - Catch the Customer where he is - Be an ambassador - Be relevant in your field - Explain the solutions you can provide - Reach the decisions buyers pool - Build up your personal branding
- 4. Why invest on Social Selling ? Source: Kathleen Schaub, IDC, “Social Buying Meets Social Selling: How Trusted Networks Improve the Purchase Experience,” April 2014
- 5. Business Cases 70 000$ deal by just joining a LinkedIn group 47 millions in new business attributed to social selling. In 1 year : 6000 new prospects 1 million € in deals
- 6. Social Selling Score - Assign to you a score - Competitors analysis - 4 fields to work on - Establish your professional brand - Find the right people - Engage with insights - Build relationships - You can reach a really high level
- 7. How to improve your social selling score ? - Write something in LinkedIn Pulse - Share your presentations on SlideShare - Add them to your profile - Analyze the behavior (comments, like, profile’s visits…) - Join groups - Recommendations - Answers to InMail - Link Virtual and AFK - Etc…
- 9. Pro tips - 100-150 words for a quick preview - 300 to 600 words for a genuine content - Work your title - Schedule your posts
- 10. SlideShare LogIn with LinkedIn Upload presentations But which one ? Then add them to : - Your profile - Write an article on LinkedIn Pulse About it !
- 11. Best practices – Do’s and Don’ts Do’s Don’ts Set goals Wing it Engage Broadcast Be authentic Be fake Add value Just Sell Listen Blast message Build Trust Try to close
- 12. ANY QUESTIONS ?
Editor's Notes
- What is Social Selling Why invest in Social Selling Calculate your Social Selling score How to improve your Social Selling score Best Practices Next steps
- We are all equal when it’s to fin any information : we look over the web. Your prospect are no different Building up the relationship over the phone is not enough but the first contact is important and like every prospects like you, you are looking online to find information online. So be prepared to show your best and be dressed up Catch the Customer where he is The tech buyers are connected like you are : on the phone, in front of their desktop, on their tablet Be an ambassador Of the brand but also for yourself Be relevant in your field It’s good to know that the guy you are talking with know his topic, and believe me it’s not because you are working in a specific field for years, that you know what you are talking about Explain the solutions you can provide Allow to create content telling your prospects that you are providing solutions Reach the decisions buyers pool You know now that the number of stackholders is increasing in the buying process, so it will help you to reach Consequence Build up your personal branding Sources https://business.linkedin.com/marketing-solutions/blog/marketing-for-tech-companies/2016/rethinking-the-tech-buyers-journey--live-insights-with-kelly-kye
- Explain the following before displaying the 2 graphs Creating a professional brand: A complete profile defines who you are and adds credibility. The content you share also shapes your brand, so make it a goal to share high-quality information that is helpful and/or insightful and contextually appropriate. 2. Finding the right people: Cold outreach is a waste of time and can tarnish your professional brand, as LinkedIn research shows B2B buyers dislike cold calls and emails. 3. Engaging with insights: Buyers expect knowledge of potential solutions to their problems or insights that provide a new way to enhance performance. 4. Building strong relationships: Gaining insight into buying cycles, business needs and role changes over the longer term helps to maintain client relationships and build iterative sales.
- First At and T How much was attributed to social selling back in 2014 ? Join a linkedin groups A sales rep by helping and talking to the member’s group made a 70 000$ deal ! He did it in 3 steps Join a group related to his industry Bring valuable answer to member’s group questions Invite them to connect to continue the discussion Back in 2012 la poste created a entity called solutions business. In a year by adopting social selling identity 6000 prospects and 1 million € in new deals
- The question is : how to start now ? First evaluate yourself to know where you are standing : the SSI 4 fields to work on : Establish your professional brand Find the right people Engage with insights Build relationships And as you can see you can achieve a really high score The goal is to do better than you competitors - Be better ranked appear more often build you personal brand
- How to improve those 4 points Write something in LinkedIn Pulse we will see that later Share your presentations on Slideshare Add them to your social profile Analyze the behavior (comments, like, profile’s visits…) Every interaction on LinkedIn is an opportunity, all notifications are important. Join groups See what kind of groups you can join. If you find a missing theme group you can create one. Be careful when you are creating a group, it needs a lot of work to manage the community, publish content etc… Recommendations Don’t hesitate to write down recommandations to former colleagues Answers to InMail All the time, a thank you is enough Link Virtual and AFK
- Linkedin Pulse How is it working ? When you are on your profile just click on publish a post And here you are As a storyteller you need to define your personae (a solution provider, an expert, a curator etc…) this personae is going to define what kind of story you are going to tell But what content to write ? Several types Genuine and unique content For example you had a situation with a customer (a success or a failure) and you are explaining how you solved it and how you are going to proceed. Readers will enjoy it. 2) An article preview . Curvature has published a content and you are summarizing it and invite the other user to read the full content on our website. You don’t have to always talk about Curvature. 3) Reactions You saw a news about your industry, or want to express your opinion about something, write it down and don’t forget to mention the source in the early stage of your article QU
- Work your title People want to see something interesting, punchy, if you are talking about something that is mainstream nobody will listen to you. Reduce your opex and capex yes why not but how really. Give precise examples Go deeper into the details
- Of course if you want to achieve this kind of actions you need a plan. Here is some example of what to do and what not to do. Publish engage content, not pushing messages and what you have to sell Add value : it make sense isn’t it ? Listen : look what your network what they are talking about, comment , interact , discuss inside groups to build trust http://www.slideshare.net/Salesforce/the-dos-donts-of-social-selling/4-DOENGAGE_BROADCASTDONtSocial_selling_is_all