social selling: finding prospects online to engage them offline

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October 7, 2014 | Julie Thomas

Social SellingFinding prospects online to engage them offline

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ValueSelling Associates

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Today’s objectives

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Why is social selling so buzzy?

How to target and attract new buyers

Strategies to move offline from online

Social selling is not new.

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Technology-enabled social selling is…sort of.

Why is social selling the buzz?

79%

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23%Salespeople using social media outsell those who don’t

Users more successful at quota attainment

Social media users obtain quota at a higher rate than non-social media users

Forbes article by Mark Friedman

Why is social selling the buzz?

57%

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Buying decision made before sales rep is ever involved

Why is social selling the buzz?

79%

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Buyers do a search on either a company or a sales rep before engaging

What is the point?

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Build relationshipsEstablish trustDemonstrate value

What does that mean?

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We date before we proposeIt’s not about usExpertise and Influence

How to attract new buyers

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Engage key influencers

Review your own profile

Grow your contacts

Provide valuable content

How to target prospects

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Watch and listen

Get to know them

What questions are they asking?

Strategies for moving offline from online

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Strategies for moving offline from online

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Goal = 1:1 meeting

Strategies for moving offline from online

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Content + Conversation+ Relationships = Sales

Strategies for moving offline from online

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Relationships take time.

Strategies for moving offline from online

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Discipline pays off.

Strategies for moving offline from online

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Message privately!

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Wrapping it all up…Social selling is nothing new

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Relationships = short term goal, Appointment = long term goal,Increased Sales = ultimate goal

Discipline and habit

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Questions?

At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides

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Getting to YES: Quarter-Closing StrategiesNovember 6 | 10:00AM PST

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Julie Thomas | President and CEO

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