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Michael (Mike) Clark @ReallyConnect @MikeClark03 company/really-connect groups/ReallyConnect Reallyconnect.com How To Implement Social Selling Strategies Into Your Sales Department
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Transcript of How to Implement Social Selling Strategies into your Sales Department - Association of Professional...
Michael (Mike) Clark
@ReallyConnect @MikeClark03
company/really-connect
groups/ReallyConnect
Reallyconnect.com
How To Implement Social Selling
Strategies Into Your Sales
Department
Why are we here?
Source:
How has LinkedIn & Social changed business?
How much of the decision making process is complete
before someone reaches out to a sales person?
58%! (IBM)
What have you done to adjust your sales process (culture)?
Why LinkedIn & Social Selling?
7 stages of your Social Journey
5 step strategy to be successful on LinkedIn
3 fundamental principles of (online) networking
Passive: Tips for an Attractive LinkedIn Profile
Active: strategies to build a high quality network
Proactive: Sales Navigator
Agenda
Who were we?
+ 500 other corporates & 1000’s of SMEs
Social Selling or Buying?
Social Selling
is about identifying and leveraging the TRUST (via
social media) that is already in your network with a
view to expand and enhance your business through
relationships
Social Selling or Buying?
Social Buying
Leveraging professional networks for
buying support to increase confidence in
decision making
Source: IDC
whitepaper
Source: IDC
whitepaper
Social buyers make 61% more purchases on
average than buyers who don’t use social
Source: IDC
whitepaper
Compared to other B2B buyers, buyers who use social
media for purchasing spend 84% more per purchase
Source: IDC
whitepaper
Social buyers have a higher level of company
influence than purchasers who don’t use social
Source: IDC
whitepaper
Digital is NOT Social!
What is the difference between Digital and Social?
Copyright © 2015 | Scredible PLC | All registered trademarks and material
acknowledged This material and marks are proprietary to, and the sole property
of, Scredible PLC.
DIGITAL IS NOT SOCIAL!DIGITAL
• Cloud
• Mobile Devices and apps
• Big Data
• Analytics
• Security
• Internet of
Things/Sensors
• User interfaces
• Software as a service
• Wearables
SOCI
AL
• Culture
• Collaboration
• Cause
• Customer
• Co-creation
• Communication
• Conversation
• Engagement
• Sharing
Economy
Copyright © 2015 | Scredible PLC | All registered trademarks and material
acknowledged This material and marks are proprietary to, and the sole
property of, Scredible PLC.
The 7 steps on your Social Journey?
Awareness
Interest
Fears
Concerns
Insight
Inspiration
1 2
Aspiration
Goals
Objectives
Roles
Duty
Sponsoring
3
Strategy
Content
Rollout
Budget
Support
4
Content
Plan
Approval
Execution
5
Rollout
Training
Coaching
Webinars
Blended
6
Metrics
Tracking
Tracing
Scoring
Adapt
7
Scale up
Next Level
Location
Language
Best
Practices
What stage are you at on the Social Journey?
What are the biggest issues that are holding your company back today?
Discussion Time
Largest professional social network in the world
347 million globally
200% growth in 3 years!
17+ million UK
1 million users a quarter, 100% growth in 2 years!
84+ million Europe
Why LinkedIn?
YOUR SOCIAL STRATEGY MUST CREATE A ROI
Posit
ion
Publ
ish
Partici
pate
Prese
nce
Prof
ile
Trustabilit
y
ROI = Respected Leader, role
model
Credibilit
y
ROI =
Marketing/Awareness,
Personal Brand/Social
capital
Likeabilit
y
ROI = Reputation
Informed/
Context
Connectabilit
y
ROI = Strong
Network
Visibilit
y
ROI = Be
found/look good
on Google
MOTIV
E
Copyright © 2015 | Scredible PLC | All registered trademarks and material
acknowledged This material and marks are proprietary to, and the sole
property of, Scredible PLC.
THOUGHT
LEADERS
EVERYONE
IN THE
COMPANY
Social Selling Index
Why use the Social Selling Index?
5 Step Success Strategy
1. Define a specific goal
2. Think of the people in the best position to help you reach your goal
3. Use “Advanced Search”
4. Look at the list for common contacts
5. Ask the person you have the best relationship with for a Magic Mail
Results you can expect
Fundamental Principle 1
the REAL Power is in the 2nd Degree
1st Degree: everyone knows 250 people
2nd Degree: those 250 know 125 = 31,250
3rd Degree: 31,250 * 125 = 3,906,250
4th Degree: 3,906,250 * 125 = 488,281,250
5th Degree: 488,281,250 * 125 = 61,035,156,250
Fundamental Principle 2
the Networking Attitude
Networking Attitude
= sharing information in a reactive and proactive way
without expecting anything immediately in return
“Give and Receive”
Fundamental Principle 3
the “Know, Like & Trust” Factor
“All things being equal people do business with
– and refer business to – people they know, like and trust.”
Bob Burg (USA), Networking Expert
Attractive Profile?
1st Impressions
How important are 1st Impressions?
Nowadays, where is your 1st Impression taken?
3
BEFORE
A customer’s first stop was thecompany website.
NOWTheir first stop is your people.
PEOPLE VIEW PEOPLE, NOT WEBSITES
Copyright © 2015 | Scredible PLC | All registered trademarks and material acknowledged This material and marks are proprietary to, and the sole property of, Scredible PLC.
Active Strategies To
Build a Quality Network
PRESENCE...
Positi
on
Publi
shMOTIVE
Participate
Prese
nce
I want to lead my industry/cause to establish a strong position and following in the market, helping to form/ drivecommunities/industry bodies of influence, building my ownand my company social capital.
I want to regularly publish content on my expertise/ aboutmy sector and establish myself as a thought leader andsought after resource by clients.
I want to participate on social networks to learn, keep myselfinformed, share, connect with people directly in order to buildmy online reputation and credibility.
I want to build me network presence both internally and externally to help me and my company gain access to newcontacts and opportunities
I want to look good online when being searched for or whenpeople look at my profile on LinkedIn
THOUGHT
LEADERS
EVERYONE
IN THE
COMPANY
Copyright © 2015 | Scredible PLC | All registered trademarks and material
acknowledged This material and marks are proprietary to, and the sole
property of, Scredible PLC.
5 Ways to Build Your Network
Colleagues
Alumni
People You May Know
Add Connections
Clients, Suppliers, Friends, Partners…
Become a Thought Leader
Scredible takes care of your digital life
and changes the way you learn and
grow.
A personalized AI assistant to bring
out your very best for business,
clients, and income.
This is Scredible. Smarter, not harder.
Proactive: Sales Navigator
How to roll out a Social Selling Strategy
Success Story - >£150,000 in sales
“Through applying the Really Connect LinkedIn strategies, I’ve
put more than £400,000 into my pipeline and closed
>£150,000 in sales in the past year alone!”
In-Company Training & Consulting –
Awareness or Strategy Session
Starting with a complimentary consultation
Hand in your business card to receive a free digital
copy of our book.
Plus a free copy of - How to Roll Out Your Social Strategy - brochure
How can we continue to help you?
Michael (Mike) Clark
@ReallyConnect @MikeClark03
company/really-connect
groups/ReallyConnect
Reallyconnect.com
How To Implement Social Selling
Strategies Into Your Sales
Department
