Social Selling Index: Measure Your Social Selling and Drive More Pipeline
Intro to Social Selling
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Transcript of Intro to Social Selling
Do You Do Social?
Are you on social?
Which Sites?
Do you participate? How often?
Do you use it for business?
What do you do?
72.6% of sales people who incorporated social media into their process outperformed their colleagues. In addition, socially savvy reps beat their quotas 23% more often.
~Social Centered Selling
Optimize Profile • Create or update • Professional photo • Fill in gaps, update all
info • Keep your profile public
Headline • Don’t just write your title • Craft a headline to be a
mini value proposition
Answer 2 Questions: • Who do you help • How do you help them
LinkedIn URL • Use your name (and
middle initial if your name is common)
• Make it easy for customers/prospects to find you
Summary • Shoot for 3x3 • Reiterate purpose from
headline • Get specific about your
work • Include a concise CTA –
why/how a buyer should get in touch
Publications • Post articles from your
blog • Post articles from GSR
blog • Post articles you’ve
authored from other sites
LinkedIn Action Items
Connect – reach out to all past customers
Share Content – curate or create; 4-6 pieces per day
Update Profile – optimize for buyer
LinkedIn Action Items
Groups Join 1-2 groups a week
Like – when you have little time or nothing of value to add
Comment – meaningful, not a sales pitch
Share – share with your connections; should add value
LinkedIn Action Items
Use Inmail + email Send email 1st
Send Inmail 2nd – intro + body of original email
Twitter Handle • Use your name or as
close to it as you can • Use your middle initial if
necessary • Make is easy for your
customers and prospects to find/recognize you
Profile Picture • Professional, not stiff • Same photo across all
social • 400x400 • Choose a theme color
Header Image • Lies behind your profile
picture • Like a FB cover photo • Use it to show off brand
or feature a campaign • Image size: 1252x626 –
dark to show white text
Background Image • Coordinate with header
image • DO NOT choose a
default one • You can choose a pre-
made one by Twitter • OR – Twittercovers.com • It should reflect you and
be relevant to your buyers; create trust
Human & SEO Friendly Bio • 160 Characters – show
value; use keywords • # - what are your buyers
using/following • Include company name in
bio i.e. SalesRep@XCompany • Include personal tidbit • Link to LinkedIn profile
Who to Follow • Businesses you work with • Individuals/customers • Industry related twitter
profiles i.e. Hotels, Pubs, etc.
Followers • You can ask customers
to follow you, but do it sparingly
• Generally, people will follow those who follow them
• Begin tweeting, retweeting, and sharing valuable info and people will follow
• Ratio – 1:1
Tweeting • # - thread/conversation • Don’t use @ at the
beginning of a tweet – it will go only to that person
• Don’t use too many # in a single tweet
• Vary format – text, photo, video, link
Tweeting • Look at what’s trending
(#) and contribute • Who to Follow – great for
finding people to follow; based on who you follow already
• Your newsfeed is unique to you
LinkedIn Routine • Find content to share • Check who’s viewed your
profile • Send connection request to
target buyers who viewed your profile
• Look at who liked/commented on your posts; send connection request
• Review LinkedIn alerts; Respond to messages or requests to connect
• Create several new conversations
Twitter Routine • Find Content to share or
favorite • Check on who’s
followed you, follow back if appropriate.
• Send a direct messages • Review notifications,
respond accordingly • Follow Twitter plan
Wrap Up
All selling is social.
Always has been. Always will be.
The only thing that has changed is the venue.
Wrap Up
Buyers are far more open on social media about their intentions.
The signals are there in the buyers comments, posts, likes, and updates.
You just need to be listening.