social sales tools foundation training

Copyright 2011 Fill the Funnel / Miles Austin All rights reserved. Unauthorized reproducton prohibited

Social Sales Tools Foundation TrainingPhase One


Steps to a Solid Foundation

• Social Tools– LinkedIn– Twitter

• Web Tools– Jigsaw– Timetrade– InsideView– Bit.ly


LinkedIn Foundation

• Current Headshot– make sure that you use a recent, close-up

headshot for your profile.

LinkedIn Foundation

• Custom URL– Change the standard URL for your profile to your

firstnamelastname (milesaustin) if available or something similar.


LinkedIn Foundation

• Fresh Headline– Not your title, but what you want people to know

you do. “Mobile Technology Specialist” is better than Account Executive.



LinkedIn Foundation

• Summary– This is a concise 2,000 character paragraph or two

written for humans to understand, filled with keywords, action words and a bit of personal flair.

LinkedIn Foundation

• Specialties– This is written in the Keyword, Keyword, Keyword

format and limited to 1,000 characters. This is where you want to include words and phrases that reflect the current, most searched topics in your area of work. “Mobile, Ultrabook, Laptop, Tablet, Z830, Thrive…”. Make sure to add some geography indicators including the city and state in which you live and other states your territory includes.


LinkedIn Foundation

• Websites– Slots open for three-use them all. Select other

from the pull-down menu and enter Description for the site rather than “Company Website”. Recommend using URL’s that are personalized, if possible and action-oriented. Sending them to your corporate site is a waste of time for both of you. Timetrade, Landing Pages, and Video pages are good examples to consider.



LinkedIn Foundation

• Groups– Join groups focused on your industry, profession,

products, geography, hobbies and education. A broad base of these showing on your Profile will serve to let others viewing your profile understand your interests.

LinkedIn Foundation

• Applications– Applications are tools available from within

LinkedIn that compliment your efforts and show up on your profile. Key for a sales Profile include Slideshare, Reading List and Box.net files amongst others.


LinkedIn Foundation

• Ongoing Activity– LinkedIn for Sales People in 30 Minutes a Week

• By following the steps in this article, a sales person will establish a strong presence online, expose new opportunities, build reputation and generate new business in the future.


http://ftf.sh/92cw


Twitter Foundation

• Claim your name– Use the same name as your LinkedIn Custom URL

if possible. • Bio– 140 characters that are concise, convey why a

prospect/customer will find value by following you. Keep it current, change it up from time to time to stay fresh and relevant.

Twitter Foundation

• Lists– Build lists with topics that are important to you

including Prospects, Competitors, Geographic, Industry, Company. Remember to decide whether you want to make each list Public or Private. Good practice to review the lists of others you follow and grab people from their lists as well.



Twitter Foundation

• Follow– Follow everyone that is or might be important to

you now or in the future. Many times the best people to follow are those that are thought-leaders in your area of focus or industry. You can then ReTweet their messages to those that are following you, helping you build value for your customers and prospects.


Twitter Foundation

• Listen(Saved Searches)– One of the most significant impacts with Twitter

when used by sales people is when used as a listening tool. The nature of Twitter is the immediacy of the information. You can learn significant, useful information about your prospects, customers, competitors and your industry by creating Saved Searches with relevant keywords and hashtags.


Twitter Foundation

• ReTweet– This can be the most effective communication

technique on Twitter, especially for a new user. By ReTweeting the posts of others, you begin to offer valuable information to your followers, while building relationships with those that you are ReTweeting. Mix in your own observations and unique tweets from time to time, and you will begin to get into a flow that will be most comfortable and successful for you.


Complimentary Tools(phase 1)

• Jigsaw (data.com)– Use this data to build strategic plans for your

Geography. Build points by importing your current contact lists. Buy contacts with your points when you have identified specific people that you have identified as worthy of your time.



• TimeTrade– Use TimeTrade everywhere your customer or

prospect is online. Establish a series of appointments ranging from a 15 minute exploratory phone call to a 60 minute face to face meeting. It is not uncommon to have 4 to 10 different pre-set appointment types to choose from. Most popular uses include email signature lines, LinkedIn Profiles, Twitter Bio’s, Product videos and even on business cards.



• InsideView– Is ideal when you have identified your prospects,

and want to build and maintain a deeper awareness of activities, actions and changes within the company. By utilizing the Watch list function, you establish triggers that when things change, you receive an email notifying you. This allows you to react/respond with speed and relevance that your competition will not enjoy.



• Bit.ly– Provides a URL shortening service, along with tracking

and analytics. By shortening a URL, you make it easier to communicate to others and can remember more easily for re-use in the future. The added benefit from bit.ly is that you are able to learn how many people click on the link, where they are located and more. This can be very useful in establishing and urgency on the part of the prospect or recipient. Used extensively with Twitter and recommended for all URL’s on LinkedIn and other online platforms.

For more information

• Miles Austin• 206-660-0006• http://www.linkedin.com/in/milesaustin• http://twitter.com/milesaustin• 15 Minute Exploratory Phone Call• Blog: Fill the Funnel• Receive the Web Tools Newsletter


http://www.linkedin.com/in/milesaustin

http://twitter.com/milesaustin

http://ftf.sh/15min

http://www.fillthefunnel.com/

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