Social selling 101: How to Convert Connections to Clients - Chicagoland Chamber - 2019 Exchange - Social Jack

SocialJack.com facebook.com/SocialJackinfo@SocialJack.com @GetSocialJack
5 Steps to Monetize Your Network
How to Convert Connections to New Clients

How to Use LinkedIn for New
Business Development
Flash Class - How to Convert
Connections to Clients
Dean DeLisle
• Founder and CEO of Forward Progress, Inc.
• Creator of Social Jack™
• Train and Coach over 2,000 people per month
• Trained and Coached over 100,000 in Social Network
Skills
• Influencer Development, Social Selling, Influencer
Marketing & Production, eLearning, Lead Generation &
Conversion, Social Networking, Digital Marketing
• Financial Services, Insurance, Banking, Private Equity,
Professional Services, Legal, Accounting, Technology

New Book!

Social selling is the process of developing relationships as part of the sales process.
Today this often takes place via social networks such as LinkedIn, Twitter, Facebook,
and Pinterest, but can take place either online or offline. Examples of social selling
techniques include sharing relevant content, interacting directly with potential buyers and
customers, personal branding, and social listening. Social Selling is gaining popularity in a
variety of industries, though it is used primarily for B2B (business-to-business) selling or
highly considered consumer purchases (e.g., financial advisory services, automotive,
realty).
Social selling has become more popular since companies have looked to increase their
return on investment of social media interaction.[5] Sales teams within organizations
frequently mine data from social media that may help them connect to customers in order
to create a more genuine sales lead.[5] The technique frequently focuses on approaching
potential clients in a less direct way, meaning they don't interrupt their daily lives with cold
calls and hard sells.[6] Koka Sexton stated that the art of social selling is said to speed up
many sales processes, while also improving relationships.
Source: Wikipedia: Social Selling
Social Selling

Social Networks
Where Do You Stand Now?
YOU
ARE
HERE

Social Media – Why?
• Reputation
• Protection
• Visibility
• Compliant-friendly
• Referrals
• New business

Social Media – What?

75% of B2B buyers and 84% of C-level/vice president (VP) executives
surveyed use social media to make purchasing decisions.
Online professional networks are the number one information preference of
buyers in the final stage of the purchase process.
Social buying correlates with buying influence. The average B2B buyer who
uses social media for buying support is more senior, has a bigger budget, makes
more frequent purchases, and has a greater span of buying control than a buyer
who does not use social media.
B2B buyers find the greatest benefit of social media is gaining greater
confidence in and comfort with their decisions.
Source: IDC #247829
IDC Statistics

How Many Contacts Do You Have That You Cannot See?
• That know YOU?
• That trust YOU?
• That have done business with YOU?
• That would recommend YOU?
Dean Sue Mark Pat
NO MORE ONE
TO ONE
SELLING!

The LinkedIn Network

GOAL: PREVENT CLICKING ROULETTE!

Just Twenty Minutes a Day

Social Selling ROI

• Complete profile
• The start of social selling
• Your first conversation
• Be clear
• What will you do for others?
• Why & how?
• What do you want/need?
Power Move #1 Your Profile =
Your Professional Brand

Power Move #2 – Home Page Scan (UNE)

Power Move #3 – Network Diving – Level One

Power Move #4 – Conversation
Power of 8,000 to 1
“Likes” and “Comments”
Power of million to 1
“Shares”

Power Move #5 - S.C.A.G.
S - Scan
C - Connect
A - Ask
G - Get
Live Demo – NEW

Influencer Development
Are You a Business Influencer?
Power Move #6 – Add Other Influencers!
Connect UP! 5

Set the Hook - Convert
Bonus
Power
Move
#7

#8 - Measure Results (Goals)!
Don’t forget Appointments,
Proposals and SALES!
7

Social Selling Index

Are You
Ready to
Be an
Influencer?

www.SocialJack.com

BusinessInfluencerMasterclass.com

Assignment
• Fix your profiles – look good!
• Be complete – Be relevant
• What will you do for others?
• What do you want/need?
• Add new items!
• Social Selling = Be Social
• Have meaningful conversations
• Provide value - Be present!
• Do your 3 POWER MOVES!

Questions?

Thank You!

Connect WITH us!
Dean@forwardprogress.net

Social selling 101: How to Convert Connections to Clients - Chicagoland Chamber - 2019 Exchange - Social Jack

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