Social Media for Sales - Cold Call is Dead

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A training presentation for the Sales team of how to use Social Media to kill cold-calls. Most examples are about Magic, but it can be relate to any other company/industry.

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Social Media for Sales - Cold Call is Dead

  1. 1. Youtility Social Media for Sales And 7 tips to sell more with it
  2. 2. 79% of sales reps that incorporated social selling, achieved their quota over the last calendar year. - Aberdeen Group 2
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  5. 5. Three most used elements on Linkedin • Profile • Groups • Feed communication • • • • • 5 Less used are: Follow people Follow companies Direct messages Search
  6. 6. Profile • A LinkedIn profile is similar to a work resume. You • • • 6 can follow LinkedIn’s Profile Completion Tips when editing your profile. A great and attractive profile not just display your education, work experience, skills, but also presents, brand and leverage your current work position. Profiles with photos receive 40% InMail response rate! The more information you’ll provide, the more preventative you’ll be, and get more response and active references.
  7. 7. Tip #1 - Temporarily Turn Off Activity Broadcast • If you’ve had LinkedIn for a while and have • 7 already connected with people, updating your profile will fill their feed and your ‘Wall’ with update notices. This means that if you happen to choose to update your LinkedIn with ‘old details’, for instance, if you are finally coming out as the sales manager that you are, your connections will think that you’ve only gotten the job recently. By turning off your activity broadcast temporarily, you can silently update your LinkedIn profile without letting the world know.
  8. 8. Tip #2 – Endorsement and Recommendations • Everyone are looking into the profile to look for • • 8 endorsements and recommendations. Some of them are also looking at the recommendations you wrote to others, to see articulation skills. You should pursue for recommendations; from customers, colleagues, and everyone you were interacted business-wise with.
  9. 9. Be Active In LinkedIn Groups • Groups on LinkedIn is a place for • 9 members to share and participate in a professional setting in a specific industry or area of interests. There are plenty of groups for companies, specific skills, specific role and job title, technologic trends and a variety of associations from all over the world. Being actively involved in these groups could lead you to make new connections, brand yourself, and increase Magic’s presence in market place.
  10. 10. Tip #3 – Find the right groups and post there • Find where your target crowd is, post • • and comment. Get reaching and exposure for you and magic, to thousands of potential customers. i.e. • • • • • • • CRM experts (59K members) JD Edwards Experts (7K) Mobile Development Business (16K) SAP community (227K) SAP people (26K) Strategic Enterprise Mobility (6K) Chief Information Officer Network (96K) • Looking for an idea for what to post? Just look at Magic’s group. 10
  11. 11. Connect • Connecting on Linkedin is all about extending • • 11 your reach to prospect. Your 1st level connections are connected to your 2nd tier, etc. using a reference is the name of the game (word-of-mouth recommendation). When trying to make a new connection with a fellow professional/ customer/ lead, you have to send them an email request. The request is already standardized but it’s always a good idea to personalize it. You can even cut to the chase and suggest a business meeting with the person. Meetings that are being set through Linkedin, better with the help of a joint member, are easier to set up, and are more productive and positive towards closing.
  12. 12. Tip #4 – use Linkedin to speedup pipeline • Upon meeting or conversing with any new business associate or contact, or even being referred to a beneficial resource or contact, you should immediately follow up with an invitation to connect on LinkedIn. • As specialists describe, a sales cycle will typically, statistically, require a total of six contacts before a prospect is ready to tip over the edge. Creating the LinkedIn contact (as well as an immediate email follow up message to a first conversation), will instantly move the number of contacts from a first meeting from one interaction to three. Halfway to goal! 12
  13. 13. Tip #5 – How to add even more contacts • Link your email account to find your econtacts on Linkedin • Check the ‘who’s viewed your profile’ • Check the social buttons on Salesforce, just below the lead’s missing picture. 13
  14. 14. Communicate When How What • Share updates and share often - • • • Why 14 • people that share 2-5 times a week see an increase in profile views and engagement. Don’t be too self-promotional though – offer value and insight. Become a resource for great material – presentations, videos, demos, success stories and tips. Demonstrate Magic’s and yours expertise You *CAN* leverage your reputation with Magic, and vice-versa
  15. 15. Sales reps that rapidly responded to trigger events via social media saw a 9.5% increase in annual revenue. - Aberdeen Group 79% of sales reps that incorporated social selling achieved their quota over the last calendar year. - Aberdeen Group 15
  16. 16. A 30% increase in positive tweets is four times more effective in driving sales than a 30% increase in traditional above-the-line advertising - Deloitte 16
  17. 17. Profiling – sales intelligence • Linkedin and Twitter can give you a wealth of information • • • • 17 about your new prospect. Go beyond the corporate stuff. Before picking up the phone, look for commonalities that you can talk about. Follow his twitter account to get to know more about the person, not the prospect. Engage in conversation on topic (#hashtage)
  18. 18. Communicate • Share updates using (#) on trends and well• • • • 18 known terms – people will see it – #CIO #EnterpriseMobility #BYOD #IT #integration Response and comment (reply) on others tweets. Hashtage (@) your contacts or prospect for direct communication. Become a resource for great material – link to Magic and industries’ articles, presentations, videos, demos, success stories and tips. Demonstrate Magic’s and yours expertise
  19. 19. Tip #6 – Search and make lists • Private lists: Just keep a particular batch of accounts of interest in one place for an easily keep up with. • Public lists: Public lists do two things that make a private list better for this case - they tip off the people on the list that you have listed them (and what name you have given that list). They also tip off anyone else who is paying attention to your Twitter account that you have listed those accounts (and again, what name you have given that list). Means, you can rip valuable information by digging into public lists. • So, you can create your own list of customers, and search and follow public lists of IT managers 19
  20. 20. Tweets not only generate valuable word-of-mouth effects that impacts consumer demand, but positive tweets about a brand directly drive sales. - Deloitte 20
  21. 21. Final tip “If you just write them a message with a pitch and a link to your website, they will be uninterested” “If you say, ‘Here are some solutions to your problem, maybe my product or service can help’, they will know you care about them. If you really listen to what they are saying on social media, you can open doors and start a conversation without having to make a cold call. ”Contribute to a conversation they are already having with their social network and share content that they will find useful. - Forbes 21
  22. 22. TAKE AWAY Rapportive.com (chrome, gmail) Xobni.com (outlook, yahoo, mobile) Social connect Salesforce bar endorser.org 22
  23. 23. The best sales reps are not just present in Social Media, they position themselves as credible and influential resources in their customer networks 23

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