31 social selling tips - ken krogue

Ken Krogue

Founder and President

InsideSales.com

7 Levels of Social Media

1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant

6 Core Skills of Social Media

1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action

Complete Your Profile

1.  Purpose 2.  Passion 3.  Plan 4.  Platform 5.  Prepare 6.  Profile

What is your Purpose?

?

Consumers

•  67% Stay in touch w friends

•  64% Stay in touch w family

•  50% Connect to old friends

•  14% Share hobbies

•  9% Make new friends

•  5% Follow celebrities

•  3% Find a date

Business

•  83% Create awareness

•  56% Broaden reach

•  55% Increase trust

•  32% Demand generation

•  22% Market perception

•  Leads

• Trigger Points

• Qualification

• Communication

• Media Bridging

• Amplification

• Awareness

• Call to Action

Companies Using Social?

• 43% No strategy • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools

Which Platforms for Demand?

• 80% Facebook • 78% Twitter • 51% LinkedIn*

•  *LinkedIn is 3X more effective specifically for lead generation

source Eloqua

Social Nurturing

A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage

LinkedIn = Foundation Twitter = Megaphone!

Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery

15X

#5 Prepare Learn all you can!

Gather your resources

Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content

LinkedIn Twitter

#9 Define Your Brand

Divert a River Don’t Dig a Well

Twitter

• Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com

Google Keyword Planner Tool

#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index

Email Signatures Share it everywhere

•  www.kenkrogue.com

•  kk@insidesales.com

•  www.linkedin.com/in/kenkrogue

•  https://twitter.com/kenkrogue

•  www.forbes.com/sites/kenkrogue

•  https://plus.google.com/+KenKrogue

•  www.youtube.com/user/kdkrogue

Curate other Content Share Company Content

• Hootsuite • Tweetdeck • Sprout social • Bufferapp

ACQUIRETM

• A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage

1.  Aware = PR 2.  Curiosity = Research 3. Qualify = ANUM 4.  Understand = Educate 5.  Interest = Cool 6.  Relevant = Need 7.  Engage = Action

7 Content Levels

1.  Influencer 2.  Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client

Lead Down the Funnel

BANT = OLD

• B = Budget • A = Authority • N = Need • T = Timing

ANUM = NEW

• A = Authority • N = Need • U = Urgency • M = Money

• Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor

• Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive

• Industry • Competitors • Prospects • Partners • Customers

• SalesLoft • Birdhouse • Newsle

LinkedIn Strategies

• Introduction first • Email first • Referral first • Voicemail first • Meet at Event • Business Card Bridge

Twitter Strategies

• Follow First • Favorites Follow • Offer Follow • Fan Follow

LinkedIn

• LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator

Twitter

• Tweepi • Tweetadder • Socedo • Insightpool

forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue kk@insidesales.com

Let’s Connect!

Q&A Look for my next Forbes Article coming out on Social Media this Week!