social selling with linkedin #sourcein 2013
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LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 2
• What is Social Selling• Building your personal brand• Resume to reputation• Maintaining relationships
LINKEDIN – SOCIAL SELLING
time
leve
l of
bu
yer
acti
vity
“I’m just downloading
stuff”
“We have a project” “We’ve
made a decision”
“I’m just browsing”
“We’ve shortlisted vendors”
awareness consideration purchase
online
“70% of the B2B buying process happens online”SiriusDecisions Inc.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 4
Research prospects
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 5
Research prospects
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 6
Participate in groups
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 7
Build a network
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 8
Get referrals and introductions
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 9
Get referrals and introductions
©2013 LinkedIn Corporation. All Rights Reserved.
Social selling is reminding everyone that who you know is more important
that what you know.
Greg Alexander – Sales Benchmark Index
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 12
You are the CEO of ME Inc.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 16
“It’s not the size of your network, but how you use it.”
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 17
Use your status
updates to engage
your network
• 166 likes• 12 comments• 67 shares
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 18
Use your status
updates to promote
your network
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 19
Use your status
updates to promote
your company
• Press• Blogs• Content
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 20
Use your status
updates to inform
your network
• Industry news• Relevant content
LINKEDIN – SOCIAL SELLING
Who you know IS more
Important than WHAT
You knowYour network
is your business.
©2013 LinkedIn Corporation. All Rights Reserved.
Proficiency in social media is a differentiator now, but
will soon be a qualifier.
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 23
Promote your brand through your LinkedIn profile Elevate your status from sales rep to trusted advisor Let your profile sell for you Educate potential buyers who visit your profile Transfer of trust through profile to another member Attract top talent Differentiate yourself from other sellers Spur connections to take action Generate reciprocal business for the ecosystem
Resume to Reputation (R2R) The 9 core principles
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 24
Your professional tagline makes a difference!
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 25
Make it easy for potential buyers to learn & connect
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 26
Educate, educate and educate some more!
• Use rich media• Include a variety• Update regularly
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 27
How have you helped customers achieve their goals?
VS.
©2013 LinkedIn Corporation. All Rights Reserved.
To succeed, you must be the best at what you do for a specific
audience.
LINKEDIN – SOCIAL SELLING
• Social selling is NOT a fad• Build your personal brand• Remember “resume to reputation”• Maintain your relationships
LINKEDIN – SOCIAL SELLING©2013 LinkedIn Corporation. All Rights Reserved. 30
Thanks for reading!
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