@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 Align your Social Media Presence with Sales Success Factors.

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!

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