Drive ROI Through Social Selling

@ShaneGibson #GetSociable!@ShaneGibson

@ShaneGibson #GetSociable!

Saying you

don’t believe

in social

media is like

saying you

don’t believe

in the internet@Garyvee


“… is about creating an

environment where an act of

faith can take place”


Value added frequent engagement

consistently over time.

More value + more time = more trust


RelationshipBuildingModel

WarmingUp

The Call

1Breaking

TheIce

UncoveringBuying

Motives

TheSales

Proposal

HandlingObjections

ClosingTheSale

6

Add-onsAnd

Up Sells 7 2

3

5 4

Invite and EngageAt Every

Step


#1 Stop pitching and start connecting

#2 Doers win in the game of social media

#3 It’s not about you

#4 Be fearless in your contribution to community

#5 Don’t be a social spammer, engage

#6 Be authentic

#7 Be consistent

#8 Amplify through community


• Search.Twitter.com

• Facebook Graph Search

• Nimble Plugin

• Linkedin.com home

• Tweetreach.com


SCRM

SocialemailValues

PreferencesData

RelationshipHistory

Business IntelPersonal Intel

360 view

SCRM


• Sharing Tools

• Industry Blogs

• Geographic and Vertical Specific News

• Experts list on Twitter

• Linkedin.com/ Pulse


1. Identify Your Your “A” Category Prospects and Customers

2. Pick the Right Platforms3. Apply social to the whole sales cycle4. Implement Listening and

Engagement Strategy5. Create focused

content/conversations 6. Use a social crm like Nimble7. Follow-up follow-up follow-up


iTunes Social Media Podcast

http://closingbigger.net

http://twitter.com/ShaneGibson

http://ca.linkedin.com/in/shanegibson/

http://ow.ly/wNK53

http://closingbigger.net

http://twitter.com/ShaneGibson

http://ca.linkedin.com/in/shanegibson/

Drive ROI Through Social Selling

Business

Transcript of Drive ROI Through Social Selling