31 social selling tips - ken krogue
DESCRIPTION
InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar. Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips Join us to learn: The latest LinkedIn and Twitter strategies, tactics, tools and best practices How to use the ACQUIRE method for social nurturing What is really working and what is not The 7 Levels of Social Media Success How you can master social selling in 31 daysTRANSCRIPT
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Ken Krogue
Founder and President
InsideSales.com
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7 Levels of Social Media
1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant
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6 Core Skills of Social Media
1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action
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Complete Your Profile
1. Purpose 2. Passion 3. Plan 4. Platform 5. Prepare 6. Profile
What is your Purpose?
?
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Consumers
• 67% Stay in touch w friends
• 64% Stay in touch w family
• 50% Connect to old friends
• 14% Share hobbies
• 9% Make new friends
• 5% Follow celebrities
• 3% Find a date
Business
• 83% Create awareness
• 56% Broaden reach
• 55% Increase trust
• 32% Demand generation
• 22% Market perception
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• Leads
• Trigger Points
• Qualification
• Communication
• Media Bridging
• Amplification
• Awareness
• Call to Action
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Companies Using Social?
• 43% No strategy • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools
Which Platforms for Demand?
• 80% Facebook • 78% Twitter • 51% LinkedIn*
• *LinkedIn is 3X more effective specifically for lead generation
source Eloqua
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Social Nurturing
A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
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LinkedIn = Foundation Twitter = Megaphone!
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Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery
15X
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#5 Prepare Learn all you can!
Gather your resources
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Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content
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LinkedIn Twitter
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#9 Define Your Brand
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Divert a River Don’t Dig a Well
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• Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com
Google Keyword Planner Tool
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#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
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Email Signatures Share it everywhere
• www.kenkrogue.com
• www.linkedin.com/in/kenkrogue
• https://twitter.com/kenkrogue
• www.forbes.com/sites/kenkrogue
• https://plus.google.com/+KenKrogue
• www.youtube.com/user/kdkrogue
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Curate other Content Share Company Content
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• Hootsuite • Tweetdeck • Sprout social • Bufferapp
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ACQUIRETM
• A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage
1. Aware = PR 2. Curiosity = Research 3. Qualify = ANUM 4. Understand = Educate 5. Interest = Cool 6. Relevant = Need 7. Engage = Action
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7 Content Levels
1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client
Lead Down the Funnel
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BANT = OLD
• B = Budget • A = Authority • N = Need • T = Timing
ANUM = NEW
• A = Authority • N = Need • U = Urgency • M = Money
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• Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor
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• Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive
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• Industry • Competitors • Prospects • Partners • Customers
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• SalesLoft • Birdhouse • Newsle
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LinkedIn Strategies
• Introduction first • Email first • Referral first • Voicemail first • Meet at Event • Business Card Bridge
Twitter Strategies
• Follow First • Favorites Follow • Offer Follow • Fan Follow
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• LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator
• Tweepi • Tweetadder • Socedo • Insightpool
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forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue [email protected]
Let’s Connect!
Q&A Look for my next Forbes Article coming out on Social Media this Week!