brush up on your social selling skills
DESCRIPTION
This social selling use case will show you how to connect with your prospect using social media and selling skills.TRANSCRIPT
Brush Up On Your Social Selling Skills Learn how to connect with customers and open doors using social media. @GerryMoran
@GerryMoran
Preview Summary Is it time to brush up on your social selling skills so you can connect with customers and open more doors? Do you need a new sales strategy? If you are not sure then answer these 5 questions:
• Are you clients returning your calls and emails?
• Are your clients researching their own needs? • Is it important for your to be considered and expert?
• Is your personal brand critical to getting an appointment and closing a sale? • Are you an expert at client communication?
If you aren’t sure about these answers then it’s time time to think how you can. Consider this 7-part selling strategy:
1. Have the best external-facing brand 2. Be at least as good as your competition 3. Position yourself as a relevant expert
4. Be a part of the buyer’s journey 5. Connect with the buyer on their terms
6. Walk the innovation walk 7. Use information to gain a competitive advantage at relationship building
If you like this slide deck, you might also find my social media and marketing coaching blog enjoyable. Check out MarketingThink.com and let me know what you think! Thank you for your interest!
@Gerry Moran
@GerryMoran
In Social Pursuit Of A Customer
Not every CMO or decision-maker is active on social media However, this is a great use case to show potential social touch points.
Beth Comstock just happens to be the most social CMO.
@GerryMoran
Customer Selling Strategy
Selling Strategy • Collect as much information as possible • Make selection of pre-touches • Set a smart first impression • Add value • Contact
Your need to be informed, smart and add value to make a good first impression.
@GerryMoran
Find The Customer On LinkedIn
Identifies a decision maker using LinkedIn Navigator • Does NOT follow • Joins same groups • Search to LEARN more
Once you find your contact, avoid making immediate contact. Collect more information!
@GerryMoran
Find More Information On Google
Googles decision maker • Looks for social channels • Looks for blogs • Search to LEARN more
Google your customer to begin your search for more information.
@GerryMoran
… And More Information On Twitter
Finds decision maker on Twitter • Checks profile • Follows • Lists • Checks followers • Checks following
Check their Twitter profile, their followers and who follows them. And, follow them.
@GerryMoran
… And More Information On Twitter
Checks decision maker’s Twitterscape • Favorites • Retweets • Tweets • Links • Lists
Check out their tweets and lists, which are an open book to the type of content important to them.
@GerryMoran
… And More Information On Blogs
Checks decision maker’s blog activity • POV • Opinion • What’s Important!
Reading their blog posts is like reading their business diary!
@GerryMoran
… And More Information On Facebook
Checks decision maker’s Facebook activity • Interests • Conversation starters • NEVER invite
Reading their open Facebook profile gives you a peak into their personal likes, which is helpful when
suggesting to meet at a ball game or a wine bar.
@GerryMoran
Get On Customer’s Radar
Retweets decision maker’s tweets • Gets on radar • Validates her content • Supports her presence
Get on their radar by retweeting their content! Your action will show up in their Twitter ‘in box”.
@GerryMoran
Get On Customer’s Radar With LinkedIn
Starts to like and comment decision maker’s LinkedIn content • Gets on radar • Validates • Supports
Continue to get on their radar with LinkedIn comments, likes and shares!
@GerryMoran
Find Shared Connections With LinkedIn
Finds warm introductions on LinkedIn Navigator’s Team Link or through your contacts • What can others add? • Do others know
decision maker? • Connect to decision maker?
If you know someone who knows them, then use that information to gather more information along the way.
@GerryMoran
Decision Maker Engages Back
Decision maker engages back • Checks your profile(s) • Thanks you for comment or RT • Responds to comments • Looks at blog or site • Notices more
Some of this proactive engagement will turn into acknowledgment. The relationship begins!
@GerryMoran
Deepen Engagement With Prospect
Engages more with decision maker • LinkedIn request • Twitter mentions & replies • More blog comments
Trust is built with more engagement.
@GerryMoran
Adds Sales Cycle-Based Value
Uses content to frame buyer’s challenge • Links to blog posts • Links to 3rd-party
articles • More blog comments
Sales rep begins to pass on more relevant content to help customer’s sale-cycle based decision.
@GerryMoran
1st Phone Call Or Appointment. Not Cold!
Reaches out on LinkedIn InMail, Twitter dm, phone or email to schedule an appointment … and it’s not cold.
Now the sales rep’s first phone or email contact is not a cold call, since a relationship has been established.
@GerryMoran
Avoid 1st Contact Sounding Like ‘Peggy’
Source: http://moodyeyeview.files.wordpress.com/
@GerryMoran
Thanks!
@GerryMoran
(215) 817-4085
MarketingThink.com Social Media And Marketing Coaching Blog
Gerry Moran