B2B social selling in 30 minutes a day

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B2B Social Selling In 30 Minutes a DayCopyright 2014. All Rights Reserved. Marketing Advisory Network

I’m a B2B Marketing Junkie@samanthastone

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What Is Social Selling Anyway?

LEARN: Research your buyers preferences, special interests, challenges and recent accomplishments by finding them in LinkedIn, Twitter, Google+ even on Facebook.

EARN CREDIBLITY: Building a strong online reputation will enhance your appeal to potential buyers and partners by showcasing your past success and highlighting your skills.

EXTEND YOUR NETWORK: Who you know does matter. By taking the time to connect with individuals you may rarely, if ever, meet in person you stay connected to a bigger, more effective network.

HELP: By sharing your expertise you become a trusted resource for future needs. Helping comes in all forms and can be as simple as sharing insightful articles, answering a question, or making an introduction.

Copyright 2014. All Rights Reserved. Marketing Advisory Network

“I feel like I’m playing frisbee with myself. Is anyone going to catch my throw or will my frisbee fall flat to the ground?”

Is Social Selling Worth the Effort?


You Be the Judge….


Still not convinced? IBM saw a 400% increase in sales with their social selling pilot.

With just 30 minutes a day you can:• Increase followers and grow your network

• Remember it’s quality not quantity that matters• Drive up engagement/sharing of your content• Schedule more discovery meetings • Leverage referrals to enhance your reputation

and secure additional sales


Repeat After Me

Social selling is NOT about ME!Social selling is helping. Social selling is building relationships.Social selling is being human.


5 Myths About Social Selling

• It’s a full time job• Separate and better• Blog or bust• Go viral or go home• Bigger is better


30 Minutes A Day Is All You Need


Every Day • Scan your primary social streams at least once a day. I like to

schedule it in the morning, and again in the late afternoon. For B2B buyers Twitter and LinkedIn should be your primary streams. Facebook is a close third in particular for partnership and colleague relationship building.

• Actively like, comment upon or share at least one post/tweet per day to stay engaged with those in your network.

• Scan for changes in your network. Congratulate your network on new jobs or anniversaries with a quick private but personalized message

• Meet someone new today? Connect with them on LinkedIn• Check your in-mail and invitation messages in LinkedIn. Respond

within 24 hours.

11Copyright 2014. All Rights Reserved. Marketing Advisory Network

Collide Your Worlds: Online & In Person Worlds


Weekly Activities• Post a LinkedIn update• While it is advised to tweet as much as you are

inspired, make sure you tweet at least 2x per week• Review online groups to you have joined and find

opportunities to participate in the dialog• Follow 3-5 new people on Twitter every week• Use in-mail to introduce yourself and set up a

meeting with someone you’ve never met before


Sample In-Mail Introductions


Ad Hoc Activities• Wrapped up a successful project? Ask for a LinkedIn

recommendation while the memory is fresh• At least once a month check the keywords you are

monitoring. What should be dropped? What new phrases would you like to try?

• Participate in relevant “tweet jams” • Search for specific titles/keywords and see who in

your network can make an introduction


Set Up For Success• Maximize Your LinkedIn Profile (see follow on slides for tips)• Complete your twitter profile – don’t just leave it blank• Always use a real picture of yourself – people want to know YOU• Set up keyword monitoring

• Maximum 5-8 terms• Three types of terms are key:

• Search for terms that keep you abreast of industry news to help you generate content • Follow key words that will ID buyers who will have challenges you can solve• Track competitor behavior

• Use a tool (I like Tweetdeck, but there are lots of free options)• Kill the google alerts – I found them distracting and redundant

• Use tweriod to test for best times of day to share content• Follow through – if you ask for something and you get it, RESPOND with

urgency


Tweriod: FREE Best Time to Tweet Assessment


LinkedIn Profile Settings


Collect Customer & Partner Recommendations


List Your Certifications


Welcome to My Network

www.linkedin.com/in/samanthastonemarketing

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@samanthastone

www.unleashpossibleblog.com

eMail: [email protected]

http://www.linkedin.com/in/samanthastonemarketing/



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B2B social selling in 30 minutes a day

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