Itex 2015 speaker presentation what the heck is social selling
•Download as PPTX, PDF•
0 likes•518 views
This document discusses social selling and how it differs from traditional selling approaches. It defines social selling as connecting with buyers where they spend their time online and providing valuable information to them. It emphasizes educating buyers rather than directly selling to them. It provides tips for using LinkedIn to connect with prospects through advanced searches, long-form posts to establish expertise, groups, and personalized connection invitations. The key aspects of social selling are researching prospects, monitoring social media to engage and strengthen relationships, and positioning oneself as an industry expert by sharing useful articles.
Recommended
Recommended
More Related Content
What's hot
What's hot (20)
Similar to Itex 2015 speaker presentation what the heck is social selling
Similar to Itex 2015 speaker presentation what the heck is social selling (20)
More from Larry Levine
More from Larry Levine (20)
Recently uploaded
Recently uploaded (19)
Itex 2015 speaker presentation what the heck is social selling
- 1. What the heck is Social Selling…No, Really? Lindsay Kelley & Darrell Amy Dealer Marketing
- 3. Why is this video relevant?
- 8. Always Be Connecting New ABC’s of Selling
- 10. • 57% of buying process is complete before talking to sales • Consumers are also 71% more likely to make a purchase based on social media referrals. Source: Corporate Executive Board
- 11. What is Social Selling? Connecting with the buyer in the place they are spending their time and providing something of value to them. Online.
- 12. Stop Selling • Buyer 2.0 doesn’t want to be sold to • Research and due diligence • 92% of B2B purchases begin online
- 14. Exploring the Lean Approach to Selling • LinkedIn Search • Long format posts = Industry expert • Groups • LinkedIn Invitation
- 16. 881 Results
- 17. Long Format
- 18. Buyer 2.0 • Researches online • Tunes out traditional tactics in favor of educational content
- 20. Social Tools
- 21. Groups
- 22. Connecting to Prospects • LinkedIn Invitation – Always have a personal greeting – never the generic “I’d like to connect with you” message – Find a common thread (ex. Part of same group, both graduated from the same college)
- 26. Dissecting the Example • Researched his prospect • Found a common connection • Made meaningful request to connect
- 28. Industry Expert • Position yourself as an expert • Discover articles to share on multiple social channels • Strengthen relationships
- 30. Top 3 Things to Remember about Twitter 1. Its not about selling, so don’t do it. 2. Maintain customer relationships 3. Be the first to respond to them
- 31. Wrap up • Social selling is about educating and informing, not selling • Monitor and track prospects and customers so you can engage and build relationships • Your prospects prefer to educate themselves, so share relevant information and be at the right place at the right time.
- 32. Questions
Editor's Notes
- https://www.youtube.com/watch?v=jottDMuLesU
- Buyer 2.0 is digitally savvy and likes to be educated.
- Realized as I was creating presentation – I am the perfect example. How many devices and screens does one business person need?!
- Cocktail parties Golf outings
- This methodology is dead
- Dig in – who are your second degree connections – who can you connect with – like minded folks who are valuable.
- Positioning as an influencer Shows up in your connection’s LinkedIn every day
- With social selling its about being at the right place at the right time
- Some are free some cost $$ but they will help organize your sales reps.
- Engage with prospects Reply to questions posed DO NOT SELL – be useful to them
- Think back to the cocktail reception and golf tournament - connect to those folks to marry the traditional and new age sales techniques.
- Why should I connect with you? DO we have common interests, shared connections, potential to partner? I could look this up but why? Don’t make me work for it, give me a reason!
- James is a head of sales for a company selling business consulting to professional services firms. From experience, he knows that he wins business when firms face significant changes – sudden expansion or contraction, a merger or consolidation. Because he is social savvy, James sets up a series of ongoing searches to look for trigger phrases in social media. He follows key target companies on LinkedIn and looks for new job postings and breaking news. And he comments on industry blogs when he has insight to offer. James sets up a search on LinkedIn and is able to connect with prospects online with a compelling and meaningful connection request. He joins relevant groups and participates in discussions. As James shares social posts relevant to his target market and posts long format social posts, his connections begin to associate James as a solution to their challenges and he becomes positioned in their mind as a trusted resource. In addition, his posts are able to be indexed by Google and become search results It means James is far more likely to be in the right place at the right time when a sales opportunity does come up. He is already hooked in to the conversation and demonstrating value. Plus he will not be starting with a cold lead, giving him a head-start over his competitors. Importantly, as our example above shows, getting started in social selling needn’t be a complex or overly time-consuming exercise.
- Interruptive cold call vs soft connection / relationship building
- Sales reps need to follow industry influencers, share what’s relevant, and become a resource for the prospects they are seeking.
- Show that you have their interests, challenges and needs in mind with encouraging tweets and educational tweets Imaging a customer that sees you retweeting and replying to their posts – they think of you and get warm fuzzies Set up alerts and track mentions of your customers and/or your competitors.