Putting Social Media into Your Sales Process

Putting Social Media into Your Sales Process Bill Rice @billrice www.bettercloser.com

Talking Social Media

Obligatory social media slide

And another...

And a couple more...

Oh, and we need a process...

You're afraid of the complexity...

Your real fear...

Really it's not hard

You don't believe me?

Social Web and Buying Behavior

Buying behavior is changing

Seeing more of this

And this...

And a whole lot more

Prospecting with Social Media

Only 3 Tools

Basic elements of a sale Solution selling defines it this way: Sales = Pain x Power x Vision x Value x Control So will I. We're going to use social media to help us: Look for pain or highlighting latent pain Seek power Align vision Confirm value and reducing risk Drive the process to close--control

Finding pain Keywords Turn the pain tree into keywords How do their customers talk about the pain? How do your prospects talk about the pain? Turn the vision into keywords How do you describe the solution vision? How would a prospect describe a like vision? Consider different power levels. They talk differently. Don't forget about the competitor!

Quick Action Creating Keywords List Problems you can solve Related systems Competitive products Key player job titles Let's see how this list can generate steady flow of prospects...

Searching for pain Searching (pain) keywords Bingo! Suspect.

Searching for pain

Seeking power Linkedin.com is THE central repository of power ! Step 0: Get on Linkedin.com Step 1: Connect with ALL your (happy) clients Step 2: Get recommendations from ALL your (happy) clients

Seeking power Advantages of Linkedin.com 1. Demographics 2. Self-segmented 3. Research is all there 4. Track record 5. Identifies pathways

Searching Linkedin.com from Google site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"

Aligning Vision This is often the hardest part of the sale. It is a give in take of open questions, confirming questions, and controlling questions. You're trying to hone in on the real buying trigger.

Identify likely vision

Competitive Intelligence

Who are your competitors?

What are they working?

Using Twitter

Loose lips...

Let's Find a Deal

Free Offer One hour working your specific target accounts (webinar): First 5 to Tweet: Enjoying @billrice presentation on #socialselling First 5 to connect via Linkedin.com http://linkedin.com/in/billrice

Generating list of prospects Target Profile: Enterprise Architect Using IBM Websphere Bangalore, India Google Query: site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"

List of prospects site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"

Research prospects

Complete your Key Players List

Looking for more triggers

Looking for targets of opportunity

Key Points Create list of keywords: Pain Related systems Key player titles Competitors Use: Google search/alerts Twitter search Linkedin.com

Thank you! Bill Rice @billrice bill@kaleidico.com www.bettercloser.com More Resources at: http://bettercloser.com/resources

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Putting Social Media into Your Sales Process

by Kaleidico on Apr 17, 2010

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Putting Social Media into Your Sales Process — Presentation Transcript