social selling - create better relationships, drive better results
Post on 15-Apr-2017
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Presented By: JoAnne Funch, Independent LinkedIn Trainer, Speaker, Strategist
Relationships MatterWe want people that offer us some value in the buying process
Learn new methods And learn to leverage other toolsTo build relationships
Social selling is the process of using your professional brand to fill your pipeline with the right people, insights and relationships
- Koka Sexton, Sr. Social Marketing Manager, LinkedIn
Social selling is using social networks to do RESEARCH to be RELEVANT to build RELATIONSHIPS that drive REVENUE, customer lifetime value and advocacy. Jill Rowley, Social Selling Expert
Do the Research know more than your competitors
Socials big 3
Most decision makers that you want to make contact with will have a profile on LinkedIn
Identify the right people
Leverage powerful search capabilitieswithin 1st and 2nd degree connections to find a starting point for search
Use boolean parametersSave searches
Unlock to power of the connections you already have A warm referral increases the odds of a sales success 2x-4x
Go to their website do they blog? Comment on their blog
*Follow key target blogs via the toolFEEDLY
Study their profile look for details on how you can start a conversation
1st Relationship Building OpportunityHow do you want to show up?
Psst, heres a tip
Connect on other social platforms
Check out recent activity on LinkedInEngage with their status updates @mention people this helps you connect and stand out
Use 3rd party tools for more research
You can actually speed up the selling cycles by knowing - who to connect with- leverage the insights - become a great resource for information
Mindshift means looking at things through the eyes of the customer and how to help them achieve better business outcomes.
Be a great resourceIntentionally read status updates
Pay attention to what your customers are talking about
Posts in groups
Comments on other social channels any place your ideal connections hang out
Your social influence & engagement
Nurture your relationships
Pay attention to what your prospects and customers are talking about, could be personal
Being a content creator builds credibility
Posts are searchable by keyword
Increase your visibility
The objective of this post is to make people aware of the great variations in color perception among people supposed to have a similar and "normal vision" (trichromat).
The best sales people understand the true needs of a prospect and help them sift through the information that resonates with their challenges.
This is social selling
Personal networkProfessional network
socializingstaying in touch being entertained killing time sharing content with friends. Maintain your professional LI profile make useful contacts searching for opportunities staying in touch with your network & future opportunities
Wasting timeInvesting time#1 complaint is time
Mind shiftLinkedIn is a long term investment in your professional development+Investing time= LongTermStrategy
Your network is the people who want to help you, and you want to help them, and thats really powerful.
Reid Hoffman, Founder of LinkedIn
Wrap it up with 3 big ideas:
Relationships matter make meaningful connectionsDo some research know more than your competitorsBecome a great resource adopt a serving mentality
Engagement Challenge: Make a list of hot prospects, do your research, invest some time in being a great resource!
Whats the cost of inaction?
www.linkedinforbusiness.netConnect with me!->> Get the notes from this presentation:http://linkedinforbusiness.net/socialsellingtips