social selling - create better relationships, drive better results
TRANSCRIPT
Presented By: JoAnne Funch, Independent LinkedIn Trainer, Speaker, Strategist
CLUESConnectListenUnderstand ExploreServe
Relationships Matter
We want people that
offer us some value in the
buying process
Learn new methods
And learn to leverage other tools
To build relationships
“Social selling is the process of using your professional brand to fill your pipeline with the right people, insights and relationships”
- Koka Sexton, Sr. Social Marketing Manager, LinkedIn
“Social selling is using social networks to do RESEARCH to be RELEVANT to build RELATIONSHIPS that drive REVENUE, customer lifetime value and advocacy.” – Jill Rowley, Social Selling Expert
Do the Research – know more than your competitors
Social’s big 3
Most decision makers that you want to make contact with will have a profile on LinkedIn
Identify the right people
Leverage powerful search capabilitieswithin 1st and 2nd degree connections to find a starting point for search
Use boolean parametersSave searches
Unlock to power of the connections you already have
A warm referral increases the odds of a sales success 2x-4x
Go to their website do they blog? Comment on their blog
*Follow key target blogs via the toolFEEDLY
Study their profile – look for details on how you can start a conversation
1st Relationship Building Opportunity
How do you want to show
up?
Psst, here’s a tip
Connect on other social platforms
Check out recent activity on LinkedIn
Engage with their status updates @mention people – this helps you connect and stand out
Use 3rd party tools for more research
You can actually speed up the selling cycles by knowing
- who to connect with
- leverage the insights - become a great resource for information
Mindshift means looking at things through the eyes of the customer and how to help them achieve better business outcomes.
Be a great resource Intentionally read status
updates
Pay attention to what your customers are talking about
• Posts in groups
• Comments on other social channels – any place your ideal connections hang out
Your social influence & engagement
Nurture your relationships
Pay attention to what your prospects and customers are talking about, could be personal
Be meaningful
LinkedIn Publisher
Being a content creator builds credibility
Posts are searchable by keyword
Increase your visibility
Grow followers!
The objective of this post is to make people aware of the great variations in color perception among people supposed to have a similar and "normal vision" (trichromat).
The best sales people understand the true needs of a prospect and help them sift through the information that resonates with their challenges.
This is social selling
Personal network Professional network
socializingstaying in touch being entertained killing time sharing content with friends.
Maintain your professional LI profile make useful contacts searching for opportunities staying in touch with your network & future opportunities
Wasting time Investing time
#1 complaint is time
Investtime
Strongerrelationships
Brandequity
SocialcapitalBecome
A valuedresource
Mind shift
LinkedIn is a long term investment in your
professional development
+ Investing time = LongTermStrategy
“Your network is the people who want to help you, and you want to help them, and that’s really powerful.”
– Reid Hoffman, Founder of LinkedIn
Wrap it up with 3 big ideas:
• Relationships matter – make meaningful connections• Do some research – know more than your competitors• Become a great resource – adopt a serving mentality
Engagement Challenge: Make a list of hot prospects, do your research, invest some time in being a great resource!
What’s the cost of inaction?
www.linkedin.com/in/joannefunchwww.twitter.com/joannefunch
www.linkedinforbusiness.net
Connect with me!->> Get the notes from this presentation:http://linkedinforbusiness.net/socialsellingtips