Integrating Social Media Into Your Sales Process Shane Gibson

1,311 views

Published on

http://closingbigger.net Shane Gibson social media speaker talks about implementing social media into your sales process.

Published in: Business, Technology
1 Comment
0 Likes
Statistics
Notes
  • Be the first to like this

No Downloads
Views
Total views
1,311
On SlideShare
0
From Embeds
0
Number of Embeds
10
Actions
Shares
0
Downloads
0
Comments
1
Likes
0
Embeds 0
No embeds

No notes for slide

Integrating Social Media Into Your Sales Process Shane Gibson

  1. 1. Integrating <br />Social Media <br />Into Your <br />Sales Process<br />
  2. 2. A Brand….<br />…is a promise.<br />
  3. 3. “The Customer Owns Your Brand”<br />
  4. 4. “…the shift of the balance of power to the consumer will cause organizations to place greater importance on building trust with customers.” <br />Don Peppers and Martha Rogers (Rules to Break and Laws to Follow)<br />
  5. 5. Sales Cycle<br />Invite and Engage<br />At Every Step<br />Warming<br />Up<br />The Call<br />Add-ons<br />And<br />Up Sells<br />Breaking<br />The<br />Ice<br />1<br />7<br />2<br />Relationship<br />Building<br />Model<br />Closing<br />The<br />Sale<br />Uncovering<br />Buying<br />Motives<br />6<br />3<br />5<br />4<br />The<br />Sales<br />Proposal<br />Handling<br />Objections<br />
  6. 6. Thought Leader<br />Proactively<br />Reactively<br />Social Media Matrix™<br />Engaged<br />Passively<br />Disengaged<br />
  7. 7. Strategic Engagement<br />Identify Your Goal<br />Identify Your Target Audience<br />Pick the Right Platforms<br />Map out Social Etiquette<br />Implement Listening and Engagement Strategy<br />Know Core Pains<br />Uniquely Communicate Pills Mixing Marketing and Community<br />
  8. 8. Your Goal<br />Guerrilla’s measure profit not visitors, friends or impressions. <br />Sales is a contact sport.<br />BUT This is an investment in reputation and trust. It takes time.<br />
  9. 9. Target Audience<br />Use multiple criteria<br />Target Thought Leaders and Connectors<br />
  10. 10. What Platforms?<br />Blogs<br />
  11. 11. Social Etiquette<br />Twitter: Engagement, Value, Listening<br />Linkedin: Trusted Networks Connecting<br />Blogs: Bi-directional, personal, non pitch<br />FaceBook: Frat party meets family reunion<br />Meetup: Host sets the tone<br />Consider: Industry, Age and Culture / Geography<br />
  12. 12. Consensus on SocMedE<br />Follow<br />Listen <br />Observe<br />Then move.<br />
  13. 13. Listening<br />
  14. 14.
  15. 15.
  16. 16. Core Pains Then The Pill<br />“Data storage for small businesses.”<br />“Green building on a budget.”<br />“Selling without cold calling.”<br />“Home security tips and stats Vancouver”<br />“Using the internet to sell real estate.”<br />“Proving Social Media ROI.”<br />“Summer weight loss strategy.”<br />Or promote their goals and dreams?<br />
  17. 17. Integration<br />Make it part of your daily activities<br />Start pulling listening feeds<br />Engage, Lead, and Contribute<br />Make it real at least once a week<br />Rapport & Value = Mind Share = Wallet Share<br />
  18. 18. Resources<br />SociableBook.com<br />ClosingBigger.net<br />StephenJagger.com<br />Reachd.com<br />

×