How to Win Over and Over Again - Social Selling - Zoominfo Webinar
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Transcript of How to Win Over and Over Again - Social Selling - Zoominfo Webinar
How to Win Over and Over Again
Bill Ricewww.bettercloser.com
@billrice
Twitter discussion: #WinSales
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Key Elements in Repeated Wins
• Balancing collecting and processing• Using automation and lead nurturing• Getting “natural closes” with process
Getting tactical
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Collecting & Processing
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Social Media, Social Clutter
• Linkedin– 70 Million– Over 90,000 groups
• Twitter– 105 Million– 3 billion messages per day
• Facebook– 500 million– 30 billion pieces of content shared each month
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Steve Pyke, TIME.comhttp://bit.ly/messy-al-gore
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Collecting
• Prospecting– Opportunity– Pain– Shifts
• Targeting– Opportunity– Angles
• Data Curation
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Focus, Target, Find, Automate
• Focus on the right social networks• Target known lead characteristics• Find opportunities and suspects• Automate your social lead generation
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Focus (Evaluating Data Sources)
• Source of the original data• Specificity of the data• Intent of the data provider• Cost of the data• Usefulness (accuracy)• Efficiency
Target
Find
Automate
Examples
• Linkedin – Targeting• Twitter – Pain• Blogs – Perception• Discussion Groups – Triggers• Google - Automate
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Qualifying Leads with Linkedin
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Linkedin for Call Objectives
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Linkedin for Angles of Attack
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Social Networks to Map Organizations
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Mapping Architecture
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Mapping Purchasing Decisions
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Twitter for Angles of Attack
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Qualifying Leads with Google
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Google for Angles of Attack
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Identifying Power and Relationships
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Zoominfo
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Automate Your Collection
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Processing
• Content– Nurturing– Conversations
• Purpose– Call– Email– Appointments– Presentations
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Messaging
• Clear themes• Needs, wants, perceptions, preferences• Synthesize• Create key messages
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Reuse, Repurpose
• Package• Distribute• Repackage• Distribute differently
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Message
• Know your messages– Prepare them– Look for them– Catalog them
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Presentation
Virtualization
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Link and Measure
• Make sure you can measure response– Linkedin (Who’s Viewed My Profile?)– Custom URL (i.e., blog post)– Hootsuite (Twitter)– Bit.ly (Any URL)
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Lead Nurturing
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Consistent Engagement
• 2500 “past leads” > 6 months• Results (3 months):– 20% lost and 16% “not a fit”– 40% identified for active nurturing– 15% identified as “sales ready”– 7% converted to sales– Revenue: $1.2 million
(Source: InTouch – www.startwithalead.com)
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• #1 way to stay top of mind• Easy to automate• Use with call campaigns• Call to action is key• Measure (link!)
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Slideshare.net
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Blogging
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http://bettercloser.com/7-reasons-social-media-sales/
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More “natural closings”
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Closing Sales Becomes Magical
• You get calls• Emails get opened• Credibility and expertise are assumed• Trust is built• People know your name
Asking for the sale becomes much easier
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Bill RiceWeb: www.bettercloser.com/zoominfoEmail: [email protected]: @billriceLinkedin: www.linkedin.com/in/billricePhone: 734.775.4487