make the customers come to you with social selling and linkedin
TRANSCRIPT
Directions EMEACommunity for Dynamics NAV partners
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Make the customers come to you
with social selling and LinkedIn
Eva SachseE-mail: [email protected]: (+45) 61 46 93 40
Leif CarlsenE-mail: [email protected]: (+45) 41 900 800
Turning connections into business
Social media
Stronger relations….
and convert it into business…
Turning connections into business
Our speciality is organic growth
Are you also using cocain?
Purpose
Inspiration
Challenge
SOCIAL SELLING
CONTENT MARKETING
A new way to do sales and marketing
Social selling
Social selling is a method to develop
professional relations as part of the
sales process. Now a days you do it
via social media like for example
LinkedIn and Facebook.
so•cial \ˈsō-shəl\ sell•ing \ˈsɛlɪŋ\
Content marketingcon•tent \kŏnʹtĕntʹ\ mar•ket•ing \märʹkĭ-tĭng \
Content marketing is any kind of
marketing that involves the creation
and sharing of content with the
purpose to attract and maintain
a defined target group.
Why work withsocial selling and content marketing?
The characteristics of the moderndecision maker have changed
Digital superuser Have Google astheir best friend
Can identify needby themselves
Capable ofself-educating
Network orientedvia social media
Uses the networkas experience base
Have access to anyone in the world
Have full controlover buying process
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78%
Source: Forbes
2 of sales people whouse social selling doit better than salespeople not usingsocial selling
Millennials
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MillennialsAlso known as Generation Y.Born between early 80’s andaround 2000…
B2B researchers
B2B researchers split in 2012
18%Age 55+
Source: Google/Millward Brown Digital, B2B Path to Purchase Study, 2014
26%Age 45-54 29%
Age 35-44
27%Age 18-34
13%Age 55+
Source: Google/Millward Brown Digital, B2B Path to Purchase Study, 2014
19%Age 45-54
22%Age 35-44
46%Age 18-34
B2B researchers split i 2014
It’s NOTa choice
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The customers are moving rapidly now
Are you keeping up with them?
Or are you letting them pass you?
Are you sticking with the oldclassic sales model?
YOUR COMPANYYOU AS A SALES PERSONCOLD CANVASTHE PRODUCTSELL, SELL, SELL
No one likes to be sold to
Best case they stop listening to you
Worst case they will be an enemy
How do we win the customers heart?
4K
SOCIAL SELLINGMETHODOLOGY
CUSTOMER CENTRICHUMAN TO HUMANINSPIRATIONENTHUSIASMREAL VALUESOCIAL MEDIA
The buying process is changing rapidly
The average customer takes60% of the journey on their own
Need Information Evaluation Buy
Some customers conduct up to 90% of thebuying process before contacting a sales person
Kilde: Forrester Research
15 to 25 % longer buying process over the last 8-10 year
Source: Forrester Research
Need Information Evaluation Buy
The buying process is changing rapidly
A new mindset
Broadcasting Tower
Radio DJ
Attract new listeners
Family, friendsand classmates
Potential clients
Current clients
Partners
Current colleaguesFormer colleagues
Who do you have in your LinkedIn network?
80%of success isshowing up
Woody Allen
The exact sameprinciple appliesto social selling
What is the size of your digital asset?
Profile
Expertise
Network
Engagement
RecommendationsAsk customers for recommendationsin order to increase your credibility.Remember to give recommendations.
Show engagement on LinkedInvia like, sharing and commentingrelevant posts in your newsfeed.
Nurish your network relationson LinkedIn and expand itwith new relevant contacts.
Show your expertise ona regular basis throughPulse blogposts.
Your profile must beup to date and havea professional look
Check your own digital asset: www.linkedin.com/sales/ssi
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So how do you
DO IT
Inspire you customers
Show them the way
Show your expertise
Show your expertise via content
Newsfeed
Blog posts on your website
LinkedIn Pulse
Reports
White Paper
Your Company
Videos
Podcasts
+40.000 downloads
To create content or not to create content,that is the question.
And the answer is
YES!Actually, the realquestion is who isgoing to createthe content.
Spread the messages
Use your broadcastning tower
2-3
SHARECONTENT
EVERY
WEEK
Hvad er social selling?
http://www.socialsellingcompany.dk/hvad-er-social-selling/
Social selling drejer sig i bund og grund om at bruge de sociale medier som sendemast.
En sendemast hvorigennem du kan kommunikere din rolle som ekspert på dit fagområde.
Det skal du gøre via blogindlæg, videoer, podcasts, deling af artikler, kommentering m.m.
Du kan læse mere om, hvad social selling er for en størrelse i nedenstående blogindlæg:
1,621 followers
3,877 connections
3,877
1,621
2,383
617
653
The network effect
One for all, all for one…
Benefitand value
Make the customers come to you
And create new growth in your sales
Stronger customer relations
Stand out from the crowd…
You constantly need tocommunicate with your customer
NOT IN PROCESS
96%IN PROCESS
4%
Your Company You as an expert
Make your expertise visible
Need Information Evaluation Buy
The average customer takes60% of the journey on their own
Get back in the buying process
Does itwork?
Yes.If you want it to.
Bringing your business to the next level…
Traps
Just playing LinkedIn Wheel of Fortune?
Everyday Monster
Chinese proverb
TALKDOES NOTCOOKRICE…
You are welcome to
Eva Sachse Leif Carlsen
Thank you