I feel the need..the need for leads! Five steps to social selling success

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I delivered a version of this presentation at Social Media Camp 2014. These are 5 practical steps on launching (and sustaining) a social selling program powered by LinkedIn. I cover why social selling is important (for you & clients), why cold calls suck, and how to organize/deploy a social selling program within organizations. Lastly, I provide some practical social selling skills you can use right away.

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I feel the need..the need for leads! Five steps to social selling success

  1. 1. joel marans | @schnitzelboy
  2. 2. What we’ll cover today Why social selling is important (for you & clients) How to organize/deploy a social selling program Practical social selling skills to use right away
  3. 3. why social selling? Create more sales opportunities, faster
 with content prospects actually want & need.
  4. 4. the real reason?
  5. 5. I hate cold calls.
  6. 6. Cold calls are the Sex Panther of selling. 97% of the time, they work none of the time.
  7. 7. Know what prospects want, and share it before they find it. Social selling means becoming a search engine shortcut.
  8. 8. WHILE BIG DATA GETS BIGGER... …SMALL DATA IS GETTING SMALLER. [ question is….are you listening? ]
  9. 9. Buyers have changed, too. 5.475% 57% number of people
 you need for large deals B2B purchaser’s 
 influenced by social media Of buying decision is made before 
 sales rep is involved
  10. 10. Step 1: Plan your approach
  11. 11. Sales Navigator Product Overview • 25 inMails / month • Really cool advanced search tools • TeamLink • CRM integration • And more...
  12. 12. Step 2: Find Mavericks
  13. 13. Step 3: Training
  14. 14. InMail member
 message connection
 request Start a relationship" Confirm a relationship" Leverage a relationship"
  15. 15. InMail Secret Ingredients
  16. 16. 5 Great Subject Lines
  17. 17. inMails are a perfect way to deal with CASL
  18. 18. Step 4: Assess and re-assign
  19. 19. Measure your baselines. Ruthlessly.
  20. 20. Step 5: Celebrate (and sustain) your wins
  21. 21. What we covered (and your action items) Why social selling is important (for you & clients) Deliver more sales opportunities, faster with content they actually need How to organize a social selling program Establish goals, find Mavericks, train and measure them Practical social selling skills to use right away Optimize your own profiles, consider paid accounts Never make a cold call again!
  22. 22. Practical, tactical ideas for social business. Please connect with me @schnitzelboy | about.me/joelmarans

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