The document provides tips and strategies for using social selling effectively with only 30 minutes per day. It recommends researching buyers on LinkedIn, Twitter, and other platforms to build credibility and extend one's network. With regular activities like scanning social streams, engaging with contacts, and meeting new people, social selling can help increase sales by driving meetings and referrals. The key is quality over quantity and focusing on helping others rather than self-promotion.

1. Unleash Possible ®
B2B Social Selling In 30 Minutes a Day
Copyright 2014. All Rights Reserved. Marketing Advisory Network

2. I’m a B2B Marketing Junkie
@samanthastone
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3. What Is Social Selling Anyway?
LEARN: Research your buyers preferences, special interests, challenges and recent
accomplishments by finding them in LinkedIn, Twitter, Google+ even on Facebook.
EARN CREDIBLITY: Building a strong online reputation will enhance your appeal to
potential buyers and partners by showcasing your past success and highlighting your
skills.
EXTEND YOUR NETWORK: Who you know does matter. By taking the time to
connect with individuals you may rarely, if ever, meet in person you stay connected
to a bigger, more effective network.
HELP: By sharing your expertise you become a trusted resource for future needs.
Helping comes in all forms and can be as simple as sharing insightful
articles, answering a question, or making an introduction.
Copyright 2014. All Rights Reserved. Marketing Advisory Network

4. “I feel like I’m playing
frisbee with myself. Is
anyone going to catch
my throw or will my
frisbee fall flat to the
ground?”
Is Social Selling Worth the Effort?
Copyright 2014. All Rights Reserved. Marketing Advisory Network

5. You Be the Judge….
Copyright 2014. All Rights Reserved. Marketing Advisory Network

6. Still not
convinced?
IBM saw a
400% increase
in sales with
their social
selling pilot.

7. With just 30 minutes a day you can:
• Increase followers and grow your network
• Remember it’s quality not quantity that matters
• Drive up engagement/sharing of your content
• Schedule more discovery meetings
• Leverage referrals to enhance your reputation
and secure additional sales
Copyright 2014. All Rights Reserved. Marketing Advisory Network

8. Repeat After Me
Social selling is NOT about ME!
Social selling is helping.
Social selling is building relationships.
Social selling is being human.
Copyright 2014. All Rights Reserved. Marketing Advisory Network

9. 5 Myths About Social Selling
• It’s a full time job
• Separate and better
• Blog or bust
• Go viral or go home
• Bigger is better
Copyright 2014. All Rights Reserved. Marketing Advisory Network

10. 30 Minutes A Day Is All You Need
Copyright 2014. All Rights Reserved. Marketing Advisory Network

11. Every Day
• Scan your primary social streams at least once a day. I like to
schedule it in the morning, and again in the late afternoon. For B2B
buyers Twitter and LinkedIn should be your primary streams.
Facebook is a close third in particular for partnership and colleague
relationship building.
• Actively like, comment upon or share at least one post/tweet per
day to stay engaged with those in your network.
• Scan for changes in your network. Congratulate your network on
new jobs or anniversaries with a quick private but personalized
message
• Meet someone new today? Connect with them on LinkedIn
• Check your in-mail and invitation messages in LinkedIn. Respond
within 24 hours.
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12. Collide Your Worlds: Online & In
Person Worlds
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13. Weekly Activities
• Post a LinkedIn update
• While it is advised to tweet as much as you are
inspired, make sure you tweet at least 2x per week
• Review online groups to you have joined and find
opportunities to participate in the dialog
• Follow 3-5 new people on Twitter every week
• Use in-mail to introduce yourself and set up a
meeting with someone you’ve never met before
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14. Sample In-Mail Introductions
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15. Ad Hoc Activities
• Wrapped up a successful project? Ask for a LinkedIn
recommendation while the memory is fresh
• At least once a month check the keywords you are
monitoring. What should be dropped? What new
phrases would you like to try?
• Participate in relevant “tweet jams”
• Search for specific titles/keywords and see who in
your network can make an introduction
Copyright 2014. All Rights Reserved. Marketing Advisory Network

16. Set Up For Success
• Maximize Your LinkedIn Profile (see follow on slides for tips)
• Complete your twitter profile – don’t just leave it blank
• Always use a real picture of yourself – people want to know YOU
• Set up keyword monitoring
• Maximum 5-8 terms
• Three types of terms are key:
• Search for terms that keep you abreast of industry news to help you generate content
• Follow key words that will ID buyers who will have challenges you can solve
• Track competitor behavior
• Use a tool (I like Tweetdeck, but there are lots of free options)
• Kill the google alerts – I found them distracting and redundant
• Use tweriod to test for best times of day to share content
• Follow through – if you ask for something and you get it, RESPOND with
urgency
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17. Tweriod: FREE Best Time to Tweet
Assessment
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18. LinkedIn Profile Settings
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19. Collect Customer & Partner
Recommendations
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23. List Your Certifications
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24. Welcome to My Network
www.linkedin.com/in/sam
anthastonemarketing/
@samanthastone
www.unleashpossibleblog.com
eMail: Samantha.stone@marketingadvisorynetwork.com