ClosingBigger.net@ShaneGibson@ShaneGibson

Social Selling Integrating Social Media into Your Sales Process

with Shane GibsonAuthor & Professional Speaker

 

ClosingBigger.net@ShaneGibson

Saying you don’t believe in social

media is like saying you don’t believe

in the internet

ClosingBigger.net@ShaneGibson

“The Customer Owns Your Brand”

ClosingBigger.net@ShaneGibson

900 million 1.4 Billion

ClosingBigger.net@ShaneGibson

175 300 Million

ClosingBigger.net@ShaneGibson

400 million updates/day

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

6 Billion Hours of Video/mo

ClosingBigger.net@ShaneGibson

Selling

“… is about creating an environment where an

act of faith can take place”

ClosingBigger.net@ShaneGibson

Trust

• Value added frequent contact consistently over time.

• More value and more time means more trust

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Jim KeenanA Sales Guy Consulting

ClosingBigger.net@ShaneGibson

Sales Cycle

RelationshipBuildingModel

WarmingUp

The Call1

BreakingTheIce

UncoveringBuying

MotivesThe

SalesProposal

HandlingObjections

ClosingTheSale

6

Add-onsAnd

Up Sells 7 2

3

5 4

Invite and EngageAt Every

Step

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Who’s Mitch?

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Nano-Markets & Nano-Tribes

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

CATEGORY

USERS NON-USERS

RETAIN DEVELOP REGAIN GAIN

AAbsolute

BBeneficial

CConvenient

High Yield& LargerInvestment

Lower Yield& SmallerInvestment

Pro-Active &High Relation-ship Selling

Passive &Lower Rela-tionship Selling

The ABC‘s of Targeting

ClosingBigger.net@ShaneGibson

Calls

1st

2nd

3rd

4th

5th & Onward

Converted

2 of 100

3 of 98

4 of 95

10 of 91

81 of 81

Percentage

2%

3%

4%

10%

81%

(100 Competitor’s Clients Converted)

Sales Conversion Ratio

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Listening

ClosingBigger.net@ShaneGibson

Business Intelligence

• Search.Twitter.com• Facebook Search• Nimble Chrome Plugin• Linkedin.com home• Tweetreach.com

ClosingBigger.net@ShaneGibson

Score Keeping?

ClosingBigger.net@ShaneGibson

Stakeholder Spotting

ClosingBigger.net@ShaneGibson

Twitter Search (Local)

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

Inte

l/D

ata

ClosingBigger.net@ShaneGibson

ClosingBigger.net@ShaneGibson

LinkedIn Home Feed

ClosingBigger.net@ShaneGibson

Social Selling CRM

SCRM

SocialemailValues

PreferencesData

RelationshipHistory

Business IntelPersonal Intel

360 view

SCRM

ClosingBigger.net@ShaneGibson

Nimble CRM

ClosingBigger.net@ShaneGibson

SocialProximity

ClosingBigger.net@ShaneGibson

Expert Curator• Sharing Tools• Industry Blogs• Google Alerts• Geographic and Vertical Specific News• Experts list on Twitter• Zite• Linkedin.com/ Pulse

ClosingBigger.net@ShaneGibson

Linked Bookmarklet

ClosingBigger.net@ShaneGibson

Social Selling Success1. Identify Your Your “A” Category Prospects

and Customers2. Pick the Right Platforms3. Apply social to the whole sales cycle4. Implement Listening and Engagement

Strategy5. Create focused content/conversations 6. Use a social crm like Nimble7. Follow-up follow-up follow-up

ClosingBigger.net@ShaneGibson

Lets Connect

iTunes Social Media Podcast

http://closingbigger.net

http://twitter.com/ShaneGibson

http://ca.linkedin.com/in/shanegibson/