your customer has moved. do you know where? #socialsell
DESCRIPTION
Sales and marketing approaches have been flipped upside down with the explosion of social media. What worked 3 years ago, doesn’t work now. Social media has brought with it a profound global shift in communications that favors relationships over contacts, eliminates cold calling, and puts the buyer in control of the sales process. Capitalize on some simple, but practical “how to” ideas for engaging buyers and customers in a digital economy. During this session we will discuss: • Why bother? A look at the numbers • Evolution of sales and how social media applies • Benefits of social selling • Creating value in advance of the sales opportunity • What executives want you to know • Building loyalty and retention • How to use social media for lead generation • Lead generation from current networksTRANSCRIPT
YOUR CUSTOMER HAS MOVED.DO YOU KNOW WHERE?
About Barb
Welcome to the New World!
Fad? Or biggest shift since the industrial revolution?
Social Media is a fundamental shift in the way that people
communicate. Before you walk into that sales
meeting, you’ve not doubt been
Googled. What will your buyer find?
Social Gain Momentum
SLIDE :5
Social Gains Momentum
• 9 out of 10 U.S. Internet users visit social sites monthly
• Social networking sites account for 12% time spent online
• Average online time is 4.5 hours
• Women are online more than men (16.8% versus 12%)
• Search improved - Google introduced Instant Search
• People watching video online increased 32%
• 24.7% of U.S. mobile web users visited a social site.
• Texting #1 mobile activity – 68%
Source: comScore 2010 US Digital Year in Review
What About Email
SLIDE :8
WELCOME TO SOCIAL SELLING
SLIDE :9
The Changing World of Sales
SLIDE :10
What Your Prospect Is Thinking
Identify
Should I pursue a conversation?
What do I know about their needs?
Why me and not the competition?
Qualify Research Engage
Getting to Your Buyer. First Ask…
Your Goal – Create Value in Advance of the Opportunity
SLIDE :13
It’s about great content!
11/8/2010
Who Is Your Ideal Buyer?
Define the characteristics of
your ideal prospect for your product or
service.
HINT: It is NOT everyone!
What’s Your Specific Purpose?
• Grow network to 1,000 connections by July 30, 2011• 25% increase in repeat sales by December 31, 2011• 500 Facebook fans by March 20, 2011• 20 new clients by September 30, 2011• 10 speaking gigs by April 1, 2011• 5 partner programs by June 30, 2011
Photo credit: www.freshpeel.com
Getting Started
Lead Generation
www.gist.comwww.linkedin.comwww.focus.com
www.hootsuite.com www.twitter.com
www.facebook.comwww.wordpress.com
www.blogger.com
Leverage the Technology
Focus
• Primarily B2B sales activity
• 90M+ users - 67% are buyers
• 2 billion people searches in 2010
• Executives from all Fortune 500 are members
• Half a million+ LinkedIn groups exist
• More than 1 million company pages
Create Visibility
Create Credibility
Lead Generation – Search
Lead Generation - Companies
• Do your homework• Personalize message• Make message relevant• Be honest• Don’t sell
Making Connections
Wrong approach
Go Mobile
Facebook Phenomenon
• More than 600 million active users• Tends toward informal conversation• Primarily B2C sales activity• 50% of users log on to Facebook daily• 620 million groups• 3 million fan pages
Excellent platform for building community, loyalty and customer retention!
Build Community & Loyalty – Leverage Facebook
How does Twitter Fit the Picture?
• Micro-blogging tool• Real-time snippets of conversation• Track topics with hash tags• Listening vehicle using search• Visibility
Most common motivation for consumers following a brand?
Information.
Putting It All Together
• Sales has evolved. You need to evolve with it• Social media can expedite sales opportunities• It’s about relationships first, selling second• Create your social sales plan, measure and track• Participate where your ideal buyer is likely to be• Sell results NOT the process you use
| SLIDE :34
Social Selling University is not like social media courses which are typically designed for marketing departments. Social selling is a series of content that
is being developed around how social media can be used to identify new opportunities and engage customers/prospects in social networks they spend the most time in. LinkedIn, Twitter, blogs and other social networks are filled with people asking for advice on products and looking to engage with friends,
peers and experts to make intelligent buying decisions. This is where the opportunities are being created and sales people need to be part of those
conversations.###
Social Selling University is brought to you by InsideView a Sales 2.0 leader, bringing intelligence gained from social media and traditional editorial sources
to the enterprise to increase sales productivity and velocity. We were founded in 2005 by pioneers of the SaaS, CRM and Content industries to
take advantage of the convergence of social media and enterprise applications.