don't suck at social selling

Don’t Suck at

Social Selling!

How to be an

Effective

Social Seller

By Ronan Keane

Social Media Marketing Manager

What am I doing

WRONG?!

How to be an Effective Social Seller – Ronan Keane – XO Communications

Are you

that guy?

…or this gal?

I’m too busy

Seriously…who has

the time?

I don’t know

where to start.

Cold calling?

No one’s paying

attention.

It’s only for these guys.

I just don’t see the value.

Here are some stats that

will floor you!

3 in 5IT decision makers

use social media to

learn about new

products and

technologies.

86%Business technology

decision-makers that

use social media for

business reasons.

57%of sales process is complete

by the time sales gets involved.

Decision-makers

are now very

knowledgeable.How to be an Effective Social Seller – Ronan Keane – XO Communications

Prospects are

Googling you

and looking at

you on LinkedIn

before you walk

in the door.

Social Selling isn’t hard

but it’s not easy either.How to be an Effective Social Seller – Ronan Keane – XO Communications

Most of what you know

offline applies online.

“The best reps aren’t just present in social

media, they position themselves as credible

and influential sources in customer networks.”

- Sales Executive Council -

It all comes down to

Do you need

Social Selling

training? Contact

Ronan by visiting

RonanKeane.com

Build a strong and

trustworthy personal brand

First Impressions CountWhat does your profile say about you?

Have you included your

Unique Selling Proposition

Value Propositions

The Fundamentals

ACTIVITY FEED

HEADLINE

CURRENT ROLE

CALL-TO-ACTION

The Fundamentals

You Are Invisible

Your Profile Title should not just be about

what you do.

You Are Invisible

Gary has over 25 years experience assisting

businesses and owners with their accounting needs.

Specialties: Business organization, tax, accounting,

QuickBooks, retirement planning

Your profile looks like 250 other

account profiles.

Get Attention and Build Trust

Jane Takahashi

I help CIOs and IT professionals buy Cloud

Computing, Intelligent Networking, and IP

Communications.

Your Profile Title should be about how

you help people.

Summary – Your Elevator Pitch

Email me at Jane.Smith@xo.com , call or text me at (555) 555-5555

Technology and communications are changing rapidly. BYOD, Cloud,

Mobility, Security and Big Data are re-shaping the way CIO and IT

professional are managing their businesses.

I consult with and help CIOs and IT professionals buy the best

Cloud Computing, Intelligent Networking, and IP Communications

solutions for their needs.

My Specialties:

• IP Communications

• Cloud Services

• Content Streaming

• Cloud Hosting

• Cloud Security

• Cloud Storage

• Cloud Contact Center

Make Your Value Interactive

Skills – 3rd. Party Corroboration

• IP Communications

• Cloud Services

• Cloud Hosting

• Cloud Security

• Cloud Storage

• Online Video Management Platform

• Cloud Contact Center

Include more customer service-related skills like:

• Project Management

• Project Delivery

• Scope Management

• Sales Process

• Customer Success

Your LinkedIn Profile URL

Add it to:

1. Your business cards

2. Your presentation decks

3. Your email signature

Share Good Content

Increase Your Network…Quickly

Get Recommendations

Buying and Selling is Changing Rapidly

Two New LinkedIn Members Every Second

35% of Members Access LinkedIn Daily

Average Time On-Site: 17 minutes

2.6 Million Company Pages

One Million Groups

39% pay for a premium LinkedIn account

(Business, Business Plus and Executive).

Buying and Selling is Changing Rapidly

• 87% of members trust LinkedIn as a

source of information affecting decision

making.

• 44.5% said increased face-to-face

networking effectiveness.

• 37.6% built new relationships with

potential customers.

Do you need

Social Selling

training? Contact

Ronan by visiting

RonanKeane.com

Shaping Customer Demand

Through Pre-Funnel Engagement

Sales Executive Council StudyCorporate Executive Board

High-Performer Survey Results

1. “Hi-pers”, across industry, leverage social media to gain

access to business opportunities.

2. High-performers deliberately use social media to position

themselves where customers learn.

3. Twitter and LinkedIn present tremendous scale and reach

benefits over traditional networking channels.

High-Performer Survey Results

“LinkedIn and Twitter give me access to the whole

ecosystem around that account--consultants, other

providers, my key contacts…Based on [my contact’s]

connections, it’s easy to see if competition is lurking.”

“Star” Account Manager, Telecommunications

Core Performer Vs. High Performer

• Believes lead generation is the

company’s responsibility.

• Assesses opportunities based on

clarity of customer needs.

• Undiscerningly uses social

media (“spams” their network).

• Conducts non-traditional due

diligence.

• Personally owns lead generation.

• Leads with insight.

• Uses social media as a channel.

Fills orders by reacting to

existing demand and settled

customer needs.

Sells where customers learn,

shaping demand by teaching

customers into the funnel.

CIO/Decision Maker Responses

• Urgent need to learn something, not buy something.

• Teach me something new!

• Not the quality of their products, but the value of their

insight.

• Not the quality of their products, but the value of their

insight.

• They win by the insight they deliver.

Respondents were very clear on these points.

Five most influential factors in prospects’

buying decision

1. Rep offers me unique and valuable insights

on the market.

buying decision

on the market.

2. Rep helps me navigate alternatives.

buying decision

on the market.

3. Rep provides me with ongoing advice or

consultation.

buying decision

on the market.

consultation.

4. Rep helps me avoid potential landmines.

buying decision

on the market.

consultation.

4. Rep helps me avoid potential landmines.

5. Rep educates me on new issues and

outcomes.

buying decision

Join your allotted 50 Groups!

1. Your industry/competitors groups

2. Vertical/Geo-location

3. Buyer Persona

Buyer Persona Groups

Trick – “Skills” Will Unlock Groups

Message anyone you want

Follow people like first degree connections

Start new relationships and warm up leads

RSS (“Really Simple Syndication”) is a family of web feed formats used to publish frequently updated works—such as blog entries, news headlines, audio, and video—in a standardized format.

What is RSS?

Build Trust by Teaching and Sharing

News.Google.com

Feedly.com

Tweetdeck.com

Google Currents

Let’s talk about Twitter

Twitter Benefits

• Listen to your customers and

their competitors.

• Interact and connect with

influencers in your industry.

• Discover content and learn.

• Become more influential.

• Discover potential leads.

Reality check

• Most c-level execs aren’t on Twitter…but the

people who influence them are.

• There’s a bunch of noise on Twitter. If you’re going

to add to it don’t bother.

• If you don’t have LinkedIn basics down focus on

that before Twitter.

• It takes time and effort to achieve goals on Twitter.

You won’t become influential overnight.

What Does Your Profile Say

About You?

Get Your Username and Update

Your Profile

Follow Other People for Insights

and Information

Use Lists to Stay Organized

Sources for Finding People to

Follow

Follow Other People for Insights

and Information

Twitter Clients - Tweetdeck

Twitter Clients - Hootsuite

What Gets Measured Gets

Improved

What Gets Measured Gets

Improved

Thank you!

Do you need

Social Selling

training? Contact

Ronan by visiting

RonanKeane.com

don't suck at social selling

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