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
Confirm value and reducing risk
Drive the process to close--control
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!
Creating Keywords List
Problems you can solve
Key player job titles
Let's see how this list can generate steady flow of prospects...
Searching for pain
Searching (pain) keywords Bingo! Suspect.
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
Advantages of Linkedin.com
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"
This is often the hardest part of the sale.
It is a give in take of open questions, confirming questions, and
You're trying to hone in on the real buying trigger.
One hour working your specific target accounts (webinar):
First 5 to Tweet:
Enjoying @billrice presentation on #socialselling
First 5 to connect via Linkedin.com
Generating list of prospects
Using IBM Websphere
"current * architect"
(inurl:pub | inurl:in) -intitle:directory "bangalore"
List of prospects
site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"