3 fundamentals of a successful social selling strategy

Download 3 Fundamentals of a Successful Social Selling Strategy

Post on 11-Aug-2014

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Social media provides both an opportunity and an impediment to many sales professionals. But the job will be easier if you keep these three fundamentals in mind!

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  • @MARKWSCHAEFER social selling 3 fundamentals of a successful strategy
  • Hi. Im Mark W. SCHAEFER. An author. Blogger. Marketing consultant. College educator.
  • ONE OF THE MOST PERVASIVE MANTRAS ON THE SOCIAL WEB IS
  • DONT SELL.
  • SURE, YOULL LOSE FRIENDS
  • IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER.
  • IF YOU SPEND YOUR DAYS SHILLING ON FACEBOOK AND TWITTER. (please. dont be that guy.)
  • BUT SOMETIMES YOU HAVE TO SELL. (especially if your job is in sales.)
  • AND IM HERE TO TELL YOU THAT YOU CAN DO JUST THAT ON THE SOCIAL WEB.
  • Here are 3 fundamentals for success in social selling.
  • Tear down the digital divide. 1
  • Social media is the most powerful personal networking opportunity ever created.
  • Heres the problem, though.
  • A lot of sales people forget what made them successful in the offline world
  • becoming mindless tweet machines.
  • becoming mindless tweet machines. Must tweet all the things!
  • Approach digital relationships
  • the same way you approach human ones.
  • after all
  • there are still humans behind those little twitter profile pics.
  • there are still humans behind those little twitter profile pics. @markwschaefer @Jessostroff @geoffliving HERES PROOF
  • HUMANS! THEY DO EXIST! @Jessostroff @geoffliving@markwschaefer
  • Social media is an extension of you
  • Your personality
  • Your personality your interests
  • Your personality and the qualities that already make you a great salesperson. your interests
  • Dont treat people differently online vs. offline.
  • Connect in a human way.
  • adopt the social media mindset. 2
  • When most people start on the social web, they see it as
  • another place for their ads & press releases.
  • wrong.
  • People are on the social web
  • as an escape from your ads & press releases.
  • You need a new approach
  • something i call
  • The Social Media Mindset
  • The Social Media Mindset 65 meaningful content targeted connections authentic helpfulness
  • Heres a snapshot of how this works online.
  • Meaningful content 65 Drives awareness and connection on the web.
  • targeted connections become our network to ignite our content.
  • authentic helpfulness causes people to seek out companies, brands and people on the web. (not advertising)
  • Combining all three? 65 meaningful content targeted connections authentic helpfulness + + =
  • Tangible Business Benefits
  • Think of it as social helping instead of social selling.
  • Think of it as social helping instead of social selling. (Trust me, this really works!)
  • align with sales success factors. 3
  • The wonderful thing about social media is
  • it can align itself with the very things that make you successful
  • in your human business relationships.
  • Like
  • Tuning into customers needs
  • Social media lets you get a real sense of what your customers need help with.
  • Being responsive
  • Social media lets your customers know that youre always there if they need help.
  • Acting proactively
  • If you pay attention to your social stream, you will find ways to help your customers before they even ask.
  • Building Integrity & Trust
  • Social media lets you build a network and show people just how valuable you are.
  • Lets also be clear and honest about something.
  • Social Selling does not necessarily align with quarterly sales goals.
  • Social Selling does not necessarily align with quarterly sales goals. (Sorry to burst your bubble.)
  • Building relationships rarely aligns with a set timeframe!
  • You need to think of social selling opportunities
  • the same way you think of networking At a live conference or industry meeting.
  • The payoffs are in the connections you make
  • And that takes time to develop.
  • Still with me? Good.
  • Still with me? Good. Lets recap.
  • Fundamentals of a Successful Social Selling Strategy3 1 Tear down the digital divide. 2 Adopt the Social Media Mindset. 3 Align your Social Media Presence with Sales Success Factors.
  • Its all in my book, The Tao of Twitter. Click here to Buy Now Learn how The social media Mindset can change your life and business!
  • Content by @markwschaefer Design by @sarahsmason businessesgrow.com/blog uncommonlysocial.com/ services/presentation-design Click a Link and Say Hello Online!
  • THANKS! typography Komika Title Paint Flickr images Robots Only Eat Old People by mark Strozier Untitled by Thomas Leuthard Singularity University NL: Man versus Machine - Biology versus Technology by Sebastiaan ter Burg Entrepreneurs Doing Their Thing by Christopher Michel dora dora 2 by Phillpe Put Malaysia_Borneo_Sabah_147 by Jason Jones 140321-N-IP531-072 by Naval Surface Warriors WDS2014-0436 by Chris Guillbeau