Putting Social Media into Your Sales Process

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Learn to use social networks and media to research your sales. In this presentation you will see techniques related to Linkedin, Google, and Twitter.

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Putting Social Media into Your Sales Process

  1. 1. Putting Social Media into Your Sales Process Bill Rice @billrice www.bettercloser.com
  2. 2. Talking Social Media
  3. 3. Obligatory social media slide
  4. 4. And another...
  5. 5. And a couple more...
  6. 6. Oh, and we need a process...
  7. 7. You're afraid of the complexity...
  8. 8. Your real fear...
  9. 9. Really it's not hard
  10. 10. You don't believe me?
  11. 11. Social Web and Buying Behavior
  12. 12. Buying behavior is changing
  13. 13. Seeing more of this
  14. 14. And this...
  15. 15. And a whole lot more
  16. 16. Prospecting with Social Media
  17. 17. Only 3 Tools
  18. 18. 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
  19. 19. 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!
  20. 20. 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...
  21. 21. Searching for pain Searching (pain) keywords Bingo! Suspect.
  22. 22. Searching for pain
  23. 23. Searching for pain
  24. 24. 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
  25. 25. Seeking power Advantages of Linkedin.com 1. Demographics 2. Self-segmented 3. Research is all there 4. Track record 5. Identifies pathways
  26. 26. Searching Linkedin.com from Google site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"
  27. 27. 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.
  28. 28. Identify likely vision
  29. 29. Competitive Intelligence
  30. 30. Who are your competitors?
  31. 31. What are they working?
  32. 32. Using Twitter
  33. 33. Loose lips...
  34. 34. Let's Find a Deal
  35. 35. 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
  36. 36. 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"
  37. 37. List of prospects site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"
  38. 38. Research prospects
  39. 39. Complete your Key Players List
  40. 40. Looking for more triggers
  41. 41. Looking for targets of opportunity
  42. 42. Key Points Create list of keywords: Pain Related systems Key player titles Competitors Use: Google search/alerts Twitter search Linkedin.com
  43. 43. Thank you! Bill Rice @billrice bill@kaleidico.com www.bettercloser.com More Resources at: http://bettercloser.com/resources

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