31 Social Selling Tips for
Inside Sales RepsKen Krogue
Founder and President
InsideSales.com
Background
#2 Social Sales
Influencer
Social Media Levels
7 Levels of Social Media
1.Core2. Coach3. Curator4. Contributor5. Collaborator6. Campaigner7. Consultant
Core
6 Core Skills of Social Media
1. Complete2. Content3. Community4. Connect5. Comment6. Call-to-Action
Core
Tip #1: Purpose
Complete Your Profile
1. Purpose
2. Passion
3. Plan
4. Platform
5. Prepare
6. Profile
What is your Purpose?
?
Start with Why
Purpose: Why Use Social Media?
Consumers
• 67% Stay in touch w friends
• 64% Stay in touch w family
• 50% Connect to old friends
• 14% Share hobbies
• 9% Make new friends
• 5% Follow celebrities
• 3% Find a date
Business
• 83% Create awareness
• 56% Broaden reach
• 55% Increase trust
• 32% Demand generation
• 22% Market perception
#1 Purpose
• Leads
• Trigger Points
• Qualification
• Communication
• Media Bridging
• Amplification
• Awareness
• Call to Action
#2 Passion
#3 Plan
1 Tip per day for 31
Days
#3 Plan
#4 Platform
Companies Using Social?
• 43% No strategy• 33% Unclear of value• 25% Not applicable• 18% Don’t have tools
Which Platforms for Demand?
• 80% Facebook• 78% Twitter• 51% LinkedIn*
• *LinkedIn is 3X more effective specifically for lead generation
source Eloqua
Social Strategy = ACQUIRETM
Social Nurturing
A = AwareC = CuriosityQ = QualifyU = UnderstandI = InterestR = RelevancyE = Engage
Social Strategy
LinkedIn = Foundation Twitter = Megaphone!
High Growth vs Average Growth Firms
Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery
15X
Platforms:
#5 PrepareLearn all you can!
Gather your resources
#6 Profile
Content
Profile Content
Complete Your Core Content• Bio• Brand• Background• Backstory• Beliefs• Benefits• 4 1 1 Content
#7 Grab your Name and #8 Picture
LinkedIn Twitter
#9 Define Your Brand
#10 Keywords & #11 Hashtags
Divert a River Don’t Dig a Well
Research hashtags & keywords
• Twitter Toolbar• Hashtags.org• Topsy• WeFollow.com
Google Keyword Planner Tool
Topsy
#12 Get Your
Scores
SSIKlout Score
#12 Get Your ScoreKlout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
#13 Publish Your ID’s
Email Signatures Share it everywhere
• www.kenkrogue.com
• www.linkedin.com/in/kenkrogue
• https://twitter.com/kenkrogue
• www.forbes.com/sites/kenkrogue
• https://plus.google.com/+KenKrogue
• www.youtube.com/user/kdkrogue
#14 Content Strategies
Curate other Content Share Company Content
#15 Content
Tool
• Hootsuite• Tweetdeck• Sprout social• Bufferapp
Hootsuite
Tweetdeck
Sprout social
Bufferapp
#16 Social Nurturing
ACQUIRETM
• A = Aware• C = Curiosity• Q = Qualify• U = Understand• I = Interest• R = Relevancy• E = Engage
1. Aware = PR2. Curiosity = Research3. Qualify = ANUM4. Understand =
Educate5. Interest = Cool6. Relevant = Need7. Engage = Action
#17 Sales Funnel Content
7 Content Levels
1. Influencer2. Industry3. Company4. Product5. Proof6. Sales7. Client
Lead Down the Funnel
Lead with Content
Guide with
Content
Educate with
Content
#17 Qualify with Social Data
BANT = OLD
• B = Budget• A = Authority• N = Need• T = Timing
ANUM = NEW
• A = Authority• N = Need• U = Urgency• M = Money
Community
#18 Target Accounts
•Size•Geo• Industry•Growth• Job Postings•Funding•Former Executive•Customer Competitor
#19 Job Postings
LinkedInMonster
Careerbuilder
Classifieds
#20 Workflow
IFTTT.com
if this then that…
#21 Target Contacts
•Title Level•Title Function•Role Defined•Former Customer•Knows a Customer•Knows an Executive
#22Lists
• Industry•Competitors•Prospects•Partners•Customers
#23 List Tools
•SalesLoft•Birdhouse•Newsle
SalesLoft
How to Make a Twitter List
Birdhouse
Newsle
#24 Target Groups
industrynetworkin
geducation
geo
Connect
#25 Connection Strategies
LinkedIn Strategies
• Introduction first• Email first• Referral first• Voicemail first• Meet at Event• Business Card Bridge
Twitter Strategies
• Follow First• Favorites Follow• Offer Follow• Fan Follow
#26 Connection Tools
• LinkedIn Basic• LinkedIn Premium• LinkedIn Sales Navigator
• Tweepi• Tweetadder• Socedo• Insightpool
The Right Tools
LinkedIn Premium
LinkedIn Sales
Navigator
HobbiesFriendsFamily
Likes
(Young- people)
familyimages
Tweepi
Tweetadder
Socedo
Insightpool
CommentCall-to-ActionCampaigns
#27 Awareness Campaigns
Thunderclap
EventCross-media
#28Customer
Referral Campaign
s
#1 SAE
#29 Referral
Campaigns
Trade in the
currency of leads
#30 Show Some LUV Campaign
s
CommentsShares
FavoritesRetweets
#31 Job Change
Alerts
with IFTTT
forbes.com/sites/kenkroguekenkrogue.comlinkedin.com/in/kenkrogue@[email protected]
Let’s Connect!
Q&ALook for my next Forbes Article coming out on Social Media this Week!
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