The document explains the concept of social selling, emphasizing the importance of relationships and online presence in modern sales strategies. It offers practical tips for leveraging social media, particularly LinkedIn and Twitter, to build connections, engage in conversations, and enhance sales processes. The author, Bob Marsh, highlights that social selling complements traditional sales methods rather than replacing them.

2. As the trendy phrase suggests-- selling via social media channels.
Straightforward, huh?
However, Understanding how to effectively use social media to
generate leads and make sales is a much more crafted, considered
process.
What is Social Selling?

3. About the Author
Bob Marsh is the CEO and founder of the Detroit-based startup
LevelEleven, which gamifies CRM with high-impact competitions. The company's
flagship product, an app named Compete that creates contests within
Salesforce.com, has been widely adopted.
Bob is an established thought leader in the sales management and enterprise
gamification space. He has spent 18 years in sales and sales management, and
played a key role in establishing ePrize as the dominant player in digital
engagement solutions.
A native Michigander, Bob is passionate about revitalizing Detroit and nurturing the
startup ecosystem that has developed in the city.
Read the original article here: http://bit.ly/1cEvCiS
Bob Marsh

4. More of the sales process happens online versus in person
than ever before.
This transition isn't exactly replacing the art of making things
happen, though.
Selling is still about relationships and knowing how to
influence and persuade people to action.

5. Social media is just a new frontier
where salespeople can foster and
activate those relationships.

6. By now sales reps should know the first step to
social selling is to create quality profile
pages, especially on LinkedIn and Twitter.
Make connections to establish a strong network.
Partake in the digital conversation. But these are
only introductory steps at best.

7. Below are a few tips to help you
go well beyond that level.

8. 1. Make initial connections on LinkedIn

9. What's the key to sales and
networking, regardless of whether or not
you're online?

10. If your answer was “Making strong connections.”
Then you’re absolutely CORRECT!
Beef up your LinkedIn connections as much as you
can on your own.

11. A Little trick
Ask a colleague (or old coworker, boss, friend, even uncle!) to make
an introduction on your behalf to a prospect you're trying to connect
with online.
As long as the introduction is genuine and personable--not overtly
promotional--it actually works.

12. It's also important to note that LinkedIn is not only
great for making those connections, but setting up
first touch points.
For example, if you're having a difficult time reaching
a prospect over the phone, simply view their LinkedIn
profile.

13. Our sales reps have great success with this
tactic, as the LinkedIn page visit alert gets the sales
rep's name on the prospect's radar and increases the
likelihood of a returned call.
A short message and/or connection request can also do
the trick well in cases where you're looking for
something stronger than a page view.

14. 2. Find shared interests and backgrounds

15. Before you begin pitching people over LinkedIn, or
even communicating via Twitter, take the time to do
your homework.
Did you go to the same college, grow up in the same
area, or know some people in common?

16. Look for similarities that could open a relevant
conversation that's unrelated to your business.
Find meaningful information on your prospect that
might establish a personal connection. Then begin
your outreach online by citing that shared interest or
background.

17. If you don't have a shared connection, you can also just
leverage any information that the prospect is likely to be
passionate about.
For example, it's almost time for March Madness, and most people who
went to large universities have great pride in their alma mater. Find out if
any of your prospects attended one of the schools in this year's NCAA
Tournament, and open your introductory pitch with a line about the
upcoming games.

18. 3. Audit your LinkedIn appearance

19. Most people on LinkedIn display profile pages
indicating they're looking for employment.
Create a profile instead that cements your
expertise. Let contacts identify your online
presence as belonging to a thought leader, not a
job seeker.

20. 4. Become part of ongoing Twitter
conversations

21. On Twitter, make sure you're able to keep up with
discussions and respond to industry-related posts in
real time.
Don't publish tweets solely featuring your own
thoughts, either. Have conversations, and retweet
regularly.

22. A little trick
For every tweet you publish, there should be at least three
tweets that come from other sources, such as those
mentioning or linking to trending articles, good quotes, or
interesting statistics.
Communicate with prospects and clients, comment on hot
topics, or even share some of your sales team's fun
personality with more casual posts.

23. 5. Don't limit social selling to prospecting

24. At its core, social selling certainly helps sales reps identify
and pitch new leads, but social media channels can
impact sales throughout the entire process.
For example, say a contact has started to fade or become
increasingly less responsive. Retweet them, or comment
on one of their LinkedIn posts to get back on their radar.
Social media channels offer another touch point between
sales reps and those key decision-makers.

25. 6. Automate social media monitoring in sales, too

26. Nope! Monitoring social media chatter is not only for
marketing departments. Sales reps should always
monitor social media streams around their contacts
to track conversations and engage accordingly.
This can be helpful for staying in touch with
prospects and staying in the loop on what's
happening in client organizations.

27. Social selling isn't a replacement to the
traditional sales process; it's a complement.
By leveraging social media channels optimally, sales
reps can foster more relationships and close a lot
more deals.

28. Have you been using any of these
tips to boost your sales?

29. To read Bob's full article, click here.
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