Social SellingThe Fine Art of Relationship Selling

Outline1 • Introduction

2• Why Social selling? Buyers and

sellers.3 • Tools for Social selling.

4 • LinkedIn Social selling index.

5 • Pillars of LinkedIn Social selling Index.

6 • Steps to improve social selling.

7 • LinkedIn Sales Navigator Testimonials

8 • Benefits of Social selling.

IntroductionSocial selling is the use of social media to interact directly with business prospects, build relationships, maintain trust & achieve your sales goal.

Social selling was a term coined up in the 1940’s and 50’s.

The University of British Columbia first discovered social selling while Nigel Edelshain was the first person to put the science into practice.

Contemporary marketing have also encouraged the growth of social selling.

Why Social selling?

Why Social selling?

The selling process has changed

Tools for Social Sales

LinkedIn Sales Navigator for Lead Building, contd.

Tools for Social Sales, contd.

It’s a premium offering

30 days free trial, Features a premium profile$79.99 per month with 15 inMail messages for an individual$130 per month for a group and with 30 inMail messages Standalone platform which doesn't affect your normal LinkedIn account

Tools for Social Sales, contd.LinkedIn Sales Navigator for Lead Building.

Advanced search option• Enables use of custom criteria to build

lead list.Lead recommendations• Get recommendations on who the

influencers and decision makers are.

Team link• Shows you who within your company

is connected to your prospect for an introduction.Extend network access

• Unlimited searches up to 2nd and 3rd degree connections.

inMail• Use inMail to get across to prospects

you can’t get an introduction to.

LinkedIn Social selling index (SSI)

Pillars of LinkedIn Social selling index.

1. Create a professional

brand2. Find the

right people

3. Engage with insights

4. Build strong relationships

Social sales

person

Steps to improve your SSI (1)Creating a Professional brand

100% Profile

completeness

Multimedia Endorsement

Steps to improve your SSI score (2)

Be ProactiveFind the decision makersFollow up

Keep track

Find the right people

Engage with insightsSteps to improve your SSI score (3)

Engage Everyday

Share relevant content

Reach out

Join relevant groups

Send messages

Build connectio

ns

Building relationshipsSteps to improve your SSI score (4)

Expand your networkFocus on decision makersUse inMail

Ask connections

Don’t overdo it

Microsoft boosted sales

productivity by 38% with its social selling pilot program centered on

Sales Navigator.

PayPal Australia achieved

3000% ROI with LinkedIn

Sales Navigator.

IBM saw an Increase of

400% in Sales in a Social

Selling Pilot Program.

LinkedIn Sales Navigator Testimonials

Benefits of Social selling.Shortened sales cycleIncreased productivityReputation management

Lead generation

Customer retentionSense of attachment

Good salespeople have always built relationships and help clients make

informed decisions.