the social selling process - 2016 edition

6 STEPS FOR ACHIEVING SOCIAL SELLING SUCCESS

Let’s Connect on Twitter: @GabeVillamizar

GABE VILLAMIZAR

• SOCIAL SELLING DIRECTOR AT HIREVUE

• 5 YEARS OF SOCIAL SELLING EXPERIENCE

• TRAINED HUNDREDS OF SALES REPS

• CONSULTS TOP TECHNOLOGY STARTUPS

• FORBES.COM, INC.COM & LINKEDIN GLOBAL SOCIAL SELLING INFLUENCER

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PROFESSIONAL BACKGROUND

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MY SOCIAL SELLING JOURNEY.

@GabeVillamizar

@GabeVillamizar

THE SOCIAL SELLING PROCESS

BE CREATIVE, DIFFERENT, & STANDOUT FROM THE CROWD.

1. SOCIAL SELLING INTRO 2. SOCIAL OPTIMIZATION 3. SOCIAL LISTENING

4. SOCIAL ENGAGEMENT 5. SOCIAL COMMITMENT 6. SOCIAL TRACKING & KPIs

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STEP 1: SOCIAL SELLING INTRO

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1. SOCIAL SELLING INTRO

TRADITIONAL SELLING

COLD CALLING

COLD EMAILING

LIMITED NETWORK

PUSH THE SALES SCRIPT

RANDOM CONTACTS

NEW AGE SOCIAL SELLING

USE SOCIAL MEDIA DATA

DISCOVER USEFUL INSIGHTS

TARGET MULTIPLE BUYERS

GROW YOUR PERSONAL BRAND

EXPRAND YOUR PERSONAL NETWORK

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GOOGLE TRENDS

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STEP 2:SOCIAL OPTIMIZATION

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WHAT TO DO:

COMPLETE YOUR SOCIAL PROFILE(S) 100%

IDENTIFY TOP 10 KEYWORDS/ SOCIAL SEO

OPTIMIZE FOR YOUR BUYERS!- LINKEDIN- TWITTER- FACEBOOK- INSTAGRAM- OTHER

INCLUDE CALL TO ACTIONS

CREATE CREDIBILITY TRIGGERS

2. SOCIAL OPTIMIZATION

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STEP 3:SOCIAL LISTENING

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3. SOCIAL LISTENING

WHAT TO DO:

LEARN EVERYTHING ABOUT YOUR BUYERS- WHO THEY REALLY ARE- PROFESSIONAL BACKGROUND- SCHOOL- SHARING ON SOCIAL- HASHTAGS- FAVORITE SPORTS TEAM- WHO DO THEY ENGAGE WITH

USE APPS, TOOLS, & SOCIAL NETWORKS

DON’T PAY FOR ATTENTION. PAY ATTENTION!

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TWEETDECK

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LINKEDIN EXAMPLE

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RIFFLE BY CROWDRIFF

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STEP 4:SOCIAL ENGAGEMENT

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4. SOCIAL ENGAGEMENT

WHAT TO DO:

DON’T CONNECT & PITCH YOUR PRODUCT!

ADD VALUE BY SHARING EDUCATIONAL CONTENT

3X3 SOCIAL- PERSONAL- BUSINESS- INDUSTRY

2 RULES: STAY VISIBLE & ADD VALUE

BUILD RELATIONSHIPS OF TRUST

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SOCIAL ENGAGEMENT – WHAT NOT TO DO

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SOCIAL SHARING STRATEGY

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TYPE OF CONTENT

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STEP 5:SOCIAL COMMITMENT

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6. SOCIAL COMMITMENT

WHAT TO DO:

START ONLINE AND TAKE CONVERSATION OFFLINE

IF YOU STAY IN THE SOCIAL “FRIEND ZONE” YOU’LL GET NO ACTION.

THINK DIFFERENT!

MOVE THE DEAL FORWARD OR MOVE ON

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STEP 6: SOCIAL TRACKING & KPIs

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6. SOCIAL TRACKING & KPIs

WHAT TO DO:

IF YOU CAN’T MEASURE IT, YOU CAN’T MANAGE IT

TRACK EVERY SINGLE ACTIVITY

CREATE A PREDICATBLE SOCIAL SELLING MODEL

IMPROVE SOCIAL SELLING TRAINING AND COACHIGN

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CRM TRACKING - SALESFORCE

@GabeVillamizar

@GabeVillamizar

Q&ATHANK YOU!

SOCIAL SELLING DIRECTOR AT HIREVUEGVILLAMIZAR@HIREVUE.COM

HTTP://WWW.EMBEDSOCIALSELLING.COM