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@MARKWSCHAEFER
social selling
3 fundamentals of a successful
strategy
Hi. I’m Mark W. SCHAEFER.
An author.
Blogger.
Marketing consultant.
College educator.
ONE OF THE MOST
PERVASIVE MANTRAS
ON THE SOCIAL WEB IS…
DON’T SELL.
SURE, YOU’LL LOSE FRIENDS
IF YOU SPEND YOUR
DAYS SHILLING ON
FACEBOOK AND TWITTER.
IF YOU SPEND YOUR
DAYS SHILLING ON
FACEBOOK AND TWITTER.
(please. don’t be that guy.)
BUT SOMETIMES YOU
HAVE TO SELL.
(especially if your job is in sales.)
AND I’M HERE TO TELL YOU
THAT YOU CAN DO JUST THAT
ON THE SOCIAL WEB.
Here are 3 fundamentals for
success in social selling.
Tear down the digital divide.
1
Social media is the most
powerful personal networking
opportunity ever created.
Here’s the problem, though.
A lot of sales people forget
what made them successful
in the offline world
becoming
mindless
tweet machines.
becoming
mindless
tweet machines.
Must tweet
all the things!
Approach digital
relationships
the same way you
approach human ones.
after all
there are still humans behind
those little twitter profile pics.
there are still humans behind
those little twitter profile pics.
@markwschaefer @Jessostroff @geoffliving
HERE’S PROOF…
HUMANS! THEY DO EXIST!
@Jessostroff @geoffliving@markwschaefer
Social media is an
extension of you…
Your
personality
Your
personality
your interests
Your
personality
and the qualities
that already
make you a
great salesperson.
your interests
Don’t treat people
differently
online vs. offline.
Connect in a human way.
adopt the social media mindset.
2
When most people start on the
social web, they see it as
another place for their
ads & press releases.
wrong.
People are on the social web
as an escape
from your
ads & press
releases.
You need a new approach…
something i call
The Social Media
Mindset
The Social Media Mindset
65
meaningful
content
targeted
connections
authentic
helpfulness
Here’s a snapshot of how
this works online.
Meaningful content
65 Drives awareness and
connection on the web.
targeted connections
become our network to
ignite our content.
authentic helpfulness
causes people to seek out
companies, brands and
people on the web.
(not advertising)
Combining all three?
65
meaningful
content
targeted
connections
authentic
helpfulness
+ + =
Tangible Business
Benefits
Think of it as social helping
instead of social selling.
Think of it as social helping
instead of social selling.
(Trust me, this really works!)
align with sales success factors.
3
The wonderful thing
about social media is
it can align itself with the
very things that make
you successful
in your human
business relationships.
Like…
Tuning into customer’s needs
Social media lets you
get a real sense of what
your customers need help with.
Being responsive
Social media lets your
customers know that you’re
always there if they need help.
Acting proactively
If you pay attention to your
social stream, you will find
ways to help your customers
before they even ask.
Building Integrity & Trust
Social media lets you build
a network and show people
just how valuable you are.
Let’s also be clear and
honest about something.
Social Selling does not
necessarily align with
quarterly sales goals.
Social Selling does not
necessarily align with
quarterly sales goals.
(Sorry to burst your bubble.)
Building relationships
rarely aligns with
a set timeframe!
You need to think of social
selling opportunities
the same way you think of
networking At a live conference
or industry meeting.
The payoffs are in the
connections you make…
And that takes time
to develop.
Still with me? Good.
Still with me? Good.
Let’s recap.
Fundamentals of a Successful
Social Selling Strategy3
1 Tear down the digital divide.
2 Adopt the Social Media Mindset.
3 ...
It’s all in my book,
The Tao of Twitter.
Click here to Buy Now
Learn how The
social media Mindset
can change your
life and...
Content by @markwschaefer Design by @sarahsmason
businessesgrow.com/blog
uncommonlysocial.com/
services/presentation-desig...
THANKS!
typography
Komika Title Paint
Flickr images
Robots Only Eat Old People by mark Strozier
Untitled by Thomas Leuthar...
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3 Fundamentals of a Successful Social Selling Strategy

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Social media provides both an opportunity and an impediment to many sales professionals. But the job will be easier if you keep these three fundamentals in mind!

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Transcript of "3 Fundamentals of a Successful Social Selling Strategy"

  1. 1. @MARKWSCHAEFER social selling 3 fundamentals of a successful strategy
  2. 2. Hi. I’m Mark W. SCHAEFER. An author. Blogger. Marketing consultant. College educator.
  3. 3. ONE OF THE MOST PERVASIVE MANTRAS ON THE SOCIAL WEB IS…
  4. 4. DON’T SELL.
  5. 5. SURE, YOU’LL LOSE FRIENDS
  6. 6. IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.
  7. 7. IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER. (please. don’t be that guy.)
  8. 8. BUT SOMETIMES YOU HAVE TO SELL. (especially if your job is in sales.)
  9. 9. AND I’M HERE TO TELL YOU THAT YOU CAN DO JUST THAT ON THE SOCIAL WEB.
  10. 10. Here are 3 fundamentals for success in social selling.
  11. 11. Tear down the digital divide. 1
  12. 12. Social media is the most powerful personal networking opportunity ever created.
  13. 13. Here’s the problem, though.
  14. 14. A lot of sales people forget what made them successful in the offline world
  15. 15. becoming mindless tweet machines.
  16. 16. becoming mindless tweet machines. Must tweet all the things!
  17. 17. Approach digital relationships
  18. 18. the same way you approach human ones.
  19. 19. after all
  20. 20. there are still humans behind those little twitter profile pics.
  21. 21. there are still humans behind those little twitter profile pics. @markwschaefer @Jessostroff @geoffliving HERE’S PROOF…
  22. 22. HUMANS! THEY DO EXIST! @Jessostroff @geoffliving@markwschaefer
  23. 23. Social media is an extension of you…
  24. 24. Your personality
  25. 25. Your personality your interests
  26. 26. Your personality and the qualities that already make you a great salesperson. your interests
  27. 27. Don’t treat people differently online vs. offline.
  28. 28. Connect in a human way.
  29. 29. adopt the social media mindset. 2
  30. 30. When most people start on the social web, they see it as
  31. 31. another place for their ads & press releases.
  32. 32. wrong.
  33. 33. People are on the social web
  34. 34. as an escape from your ads & press releases.
  35. 35. You need a new approach…
  36. 36. something i call
  37. 37. The Social Media Mindset
  38. 38. The Social Media Mindset 65 meaningful content targeted connections authentic helpfulness
  39. 39. Here’s a snapshot of how this works online.
  40. 40. Meaningful content 65 Drives awareness and connection on the web.
  41. 41. targeted connections become our network to ignite our content.
  42. 42. authentic helpfulness causes people to seek out companies, brands and people on the web. (not advertising)
  43. 43. Combining all three? 65 meaningful content targeted connections authentic helpfulness + + =
  44. 44. Tangible Business Benefits
  45. 45. Think of it as social helping instead of social selling.
  46. 46. Think of it as social helping instead of social selling. (Trust me, this really works!)
  47. 47. align with sales success factors. 3
  48. 48. The wonderful thing about social media is
  49. 49. it can align itself with the very things that make you successful
  50. 50. in your human business relationships.
  51. 51. Like…
  52. 52. Tuning into customer’s needs
  53. 53. Social media lets you get a real sense of what your customers need help with.
  54. 54. Being responsive
  55. 55. Social media lets your customers know that you’re always there if they need help.
  56. 56. Acting proactively
  57. 57. If you pay attention to your social stream, you will find ways to help your customers before they even ask.
  58. 58. Building Integrity & Trust
  59. 59. Social media lets you build a network and show people just how valuable you are.
  60. 60. Let’s also be clear and honest about something.
  61. 61. Social Selling does not necessarily align with quarterly sales goals.
  62. 62. Social Selling does not necessarily align with quarterly sales goals. (Sorry to burst your bubble.)
  63. 63. Building relationships rarely aligns with a set timeframe!
  64. 64. You need to think of social selling opportunities
  65. 65. the same way you think of networking At a live conference or industry meeting.
  66. 66. The payoffs are in the connections you make…
  67. 67. And that takes time to develop.
  68. 68. Still with me? Good.
  69. 69. Still with me? Good. Let’s recap.
  70. 70. Fundamentals of a Successful Social Selling Strategy3 1 Tear down the digital divide. 2 Adopt the Social Media Mindset. 3 Align your Social Media Presence with Sales Success Factors.
  71. 71. It’s all in my book, The Tao of Twitter. Click here to Buy Now Learn how The social media Mindset can change your life and business!
  72. 72. Content by @markwschaefer Design by @sarahsmason businessesgrow.com/blog uncommonlysocial.com/ services/presentation-design Click a Link and Say Hello Online!
  73. 73. THANKS! typography Komika Title Paint Flickr images Robots Only Eat Old People by mark Strozier Untitled by Thomas Leuthard Singularity University NL: Man versus Machine - Biology versus Technology by Sebastiaan ter Burg Entrepreneurs Doing Their Thing by Christopher Michel dora dora 2 by Phillpe Put Malaysia_Borneo_Sabah_147 by Jason Jones 140321-N-IP531-072 by Naval Surface Warriors WDS2014-0436 by Chris Guillbeau
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