social selling for project management professionals a how ... · social selling is staying...

BRUCE BIXLER

Social Selling for Project

Management Professionals

A How To Guide

PMI: Project Management Institute®

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Social media recruiting trends: With 4 of 5 organizations struggling to find qualified project managers organizations must use social recruiting in new ways.  

Social Selling Your Profile

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STEP 1: CREATE A PROFESSIONAL PROFILE Unique value position STEP 2: FIND THE RIGHT PEOPLE STEP 3: BUILD YOUR PIPELINE STEP 4: STRATEGICALLY EXPAND YOUR NETWORK STEP 5: ENGAGE WITH INSIGHTS STEP 6: BUILD STRONG RELATIONSHIPS

Step 1) Create a Professional Profile

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©Bruce Bixler bruce@hobknobery.com

Social Selling:

It is also important that you optimize your profile for the LinkedIn search engines by Including keywords that prospects or Recruiters are most likely to use when searching for

services you or your company provides. Take advantage of video and other interactive features to highlight the best features of your unique value position — both Organizational and personal.

©Bruce Bixler bruce@hobknobery.com

Step 2) Find the right people

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©Bruce Bixler bruce@hobknobery.com

Step 2) Find the right people

With Social selling you have access to a wealth of connections that includes not only the people you know, but their connections and their connection’s connections as well as group members and all the people they know. LinkedIn gives you the ability to tap into a vast universe of advanced searches of potential prospects and connections all of whom can be traced back to your first degree through advanced search.

©Bruce Bixler bruce@hobknobery.com

Step 3) Build a Pipeline

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©Bruce Bixler bruce@hobknobery.com

Focus on building relationships with your connections. Use LinkedIn to find out what’s especially relevant to a new connection or potential prospect. Then feed that prospect targeted content based on what you’ve uncovered. In doing so, you’ll quickly establish yourself as the resource best able to solve their problems if and when they come up. By leading with content, find out what kind of groups are they interested in and who else are they following? What kind of news are they are interested in? It could be completely unrelated to what you need to talk about business-wise but you can find little insights that you can build the relationship from.”

Step 3) Build a Pipeline

©Bruce Bixler bruce@hobknobery.com

Step 4) Strategically expand your network

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©Bruce Bixler bruce@hobknobery.com

Step 4) Strategically expand your network

With Social selling you have two views of building your connections. Some people only connect with those they know or have had a cup of coffee with. Others are OPEN networkers and will connect with everyone if they know them or not. In social selling you can use discretion to add or invite connections. The more opportunities you have to connect with people the more opportunities you will be able to view others and they to view you.

©Bruce Bixler bruce@hobknobery.com

LinkedIn is a requisite destination for project managers looking to advance their careers. Like the PMI headline says: Make product management indispensable LinkedIn, the professional networking site enabled a feature named "Sections" to enhance user profiles Join Groups with a PMI flavor: there are over 2 million groups on LinkedIn.

Step 4) Join Groups

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Step 5) Engage with Insights

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Social Selling: Top Sellers

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LinkedIn Sales: Visual Media

SlideShare Share ppt presentations, and Video’s You can view all of your connections ppt

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Step 6) Build Strong Relationships

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LinkedIn for Project Managers

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Nurture your customers and connections. Social Selling is staying connected with your prospects and building a relationship with them that goes beyond a vendor, more toward a “trusted advisor.” The key word here is relationship, not selling. Educate your connections or customers. In today's marketplace everyone is selling the same service – project management. The differentiating factor is SERVICE. Solve their problem, add value by giving them service, more service and even MORE service!

 Under  promise  and  over  deliver  

Social Selling: Many people treat their social media profiles as an afterthought, including no more than the bare minimum of identifying information. Your profile — especially your LinkedIn profile — is your professional online unique value position. Instead of viewing your profile as your resume, look at it as the place to demonstrate your value to clients, partners, and prospects, it is your DIGITAL REPUTATION In addition to contact information, include robust calls-to-action that guide prospects or recruiters on how to move further down the relationship with you. Use the Headline, Summary and Interests sections to convey various elements of your experience, personality and skill set. Highlight your ability to solve problems and make things happen.

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©Bruce Bixler bruce@hobknobery.com

THANK YOU

Contact Information

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@BruceBixler49

Bruce Bixler