social selling and the art of failing forward
TRANSCRIPT
ClosingBigger.net@ShaneGibson #GetSociable!@ShaneGibson
Social Selling &
The Art of Failing Forward
with Shane GibsonAuthor & Professional Speaker
ClosingBigger.net@ShaneGibson #GetSociable!
Saying you don’t believe
in social media is like saying you
don’t believe in the
internet @Garyvee
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“The Customer Owns Your Brand”
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900 million 1.4 Billion
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SocialProximity
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175 300 Million
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400 million updates/day
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6 Billion Hours of Video/mo
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Selling
“… is about creating an environment where an act of
faith can take place”
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Discovery Consumption Interaction Connection Consent
The 5 Stages of Consent
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Discovery Consumption Interaction Connection Consent
MediumsActionsToolsBehaviors
Search EngineDirect UpdateShared UpdateAdvertisingIn-personPrintReferralSeminarsPublicity
TweetsFacebook UpdatesBlog PostsVideoSharesEmailOnline chatsWebinarsSeminars
Clicked on a linkAsks a questionLikes an updateRetweetsVisits website or clicks an ad
PhoneIn-personNewsletterFollows us on Twitter, likes on FacebookRequests a quote, sample or downloads whitepaper
Sell to meEducate meStay-in touchBuild a relationship
The 5 Stages of Consent
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9 Rules of Engagement#1 Stop pitching and start connecting#2 Doers win in the game of social media#3 It’s not about you#4 Be fearless in your contribution to community#5 Don’t be a social spammer, engage#6 Be authentic#7 Be consistent#8 Amplify through community#9 Get Sociable!
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Who’s Steve?
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LinkedIn is a lot like the gym
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Your Profile1. Photo2. Complete Work History3. Full bio4. References and Endorsements5. Connected to Company Page(s)6. Add Rich Media7. Start Blogging
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Social media success is about listening.
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Score Keeping?
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Stakeholder Spotting
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Inte
l/Dat
a
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ClosingBigger.net@ShaneGibson #GetSociable!
Social Selling CRM
SCRM
SocialemailValues
PreferencesData
RelationshipHistory
Business IntelPersonal Intel
360 view
SCRM
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Nimble CRM
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Nimble Chrome App
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Social Communications Success1. Focus on “A” Category Prospects2. Pick the Right Platforms3. Follow the Rules of Engagement4. Use a social CRM like Nimble5. Follow-up follow-up follow-up
ClosingBigger.net@ShaneGibson #GetSociable!@ShaneGibson
The Art Failing ForwardNetworking and
Building Your Personal Brand
With Shane GibsonAuthor & Professional Speaker
ClosingBigger.net@ShaneGibson #GetSociable!
I don’t know what I’m doing. Ever.
Unconsciously Unskilled
Consciously Unskilled
Consciously Skilled
SubconsciouslySkilled
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Why is the first question always:
“What career path have you chosen?”
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They’re looking for ideas
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Business Ethics
“There’s no such thing as business ethics… either you’re ethical or you’re not”
- John Maxwell
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.It’s about the people for social brands
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Your Social Graph
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Best networking building lessons from a guy who doesn’t tweet.
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Shane’s Rules1. Don’t forget where you came from2. Find awesome mentors3. Be yourself4. Share as a discipline5. Publish!6. Be Social and be Sociable!
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Rule #7
You are networking or you are not pursuing your dream or building you career.
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Rule # 8 Find Awesome Partners
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13 tips on making the world your networking function
1. Be referable don’t gather contacts or pressure for referrals
2. Be interested not interesting 3. You can’t have 200 best friends – prioritize 4. Add value with your network 5. Bank your equity (with the right people) 6. It’s a small town
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13 tips…7. Map and seek out the “white hot center” 8. The more you give the more you get 9. Do your due diligence before you refer 10. Keep Promises, Follow-through 11. Be seen 12. Step it up every year – build your community13. It’s an asset and it takes time to build. Invest.
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Let’s Connect
http://closingbigger.net
http://twitter.com/ShaneGibson
http://linkedin.com/in/shanegibson/