social selling: finding prospects online to engage them offline
DESCRIPTION
“Location, location, location.” For many of us, being in the right location at the right time has been key to our sales success. In today’s world, that location now includes not only our physical location, but also our virtual location. The entire concept of social selling has been born. Social selling is defined as engaging your prospects via social media. You will learn: ● How to use social platforms to attract buyers ● How to target prospects online ● Strategies to move the conversation offline to close more opportunitiesTRANSCRIPT
COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
October 7, 2014 | Julie Thomas
Social SellingFinding prospects online to engage them offline
Join the conversation
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%
© 2014 ValueSelling Associates Inc. All rights reserved.
Buying decision made before sales rep is ever involved
Why is social selling the buzz?
79%
© 2014 ValueSelling Associates Inc. All rights reserved.
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
© 2014 ValueSelling Associates Inc. All Rights Reserved.
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!
© 2014 ValueSelling Associates, Inc. All rights reserved.
Wrapping it all up…Social selling is nothing new
Listen
Contribute
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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