Putting Social Media into Your Sales Process

Putting Social Media into Your Sales Process

Bill Rice@billrice

www.bettercloser.com

TalkingSocial Media

Obligatory social media slide

And another...

And a couple more...

Oh, and we need a process...

You're afraid of the complexity...

Your real fear...

Really it's not hard

You don't believe me?

Social WebandBuying Behavior

Buying behavior is changing

Seeing more of this

And this...

And a whole lot more

Prospecting with Social Media

Only 3 Tools

Basic elements of a sale

Solution selling defines it this way:

Sales = Pain x Power x Vision x Value x Control

So will I. We're going to use social media to help us:

Look for pain or highlighting latent painSeek powerAlign visionConfirm value and reducing riskDrive the process to close--control

Finding pain

Keywords

Turn the pain tree into keywordsHow do their customers talk about the pain?How do your prospects talk about the pain?

Turn the vision into keywordsHow do you describe the solution vision?How would a prospect describe a like vision?

Consider different power levels. They talk differently.Don't forget about the competitor!

Quick Action

Creating Keywords List

Problems you can solveRelated systemsCompetitive productsKey player job titles

Let's see how this list can generate steady flow of prospects...

Searching for pain

Searching (pain) keywords Bingo! Suspect.

Searching for pain

Searching for pain

Seeking power

Linkedin.com is THE central repository of power !

Step 0: Get on Linkedin.comStep 1: Connect with ALL your (happy) clientsStep 2: Get recommendations from ALL your (happy) clients

Seeking power

Advantages of Linkedin.com

1. Demographics2. Self-segmented3. Research is all there4. Track record5. Identifies pathways

Searching Linkedin.com from Googlesite:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "greater chicago area"

Aligning Vision

This is often the hardest part of the sale.

It is a give in take of open questions, confirming questions, and controlling questions.

You're trying to hone in on the real buying trigger.

Identify likely vision

CompetitiveIntelligence

Who are your competitors?

What are they working?

Using Twitter

Loose lips...

Let's Find a Deal

Free Offer

One hour working your specific target accounts (webinar):

First 5 to Tweet: Enjoying @billrice presentation on #socialselling

First 5 to connect via Linkedin.comhttp://linkedin.com/in/billrice

Generating list of prospects

Target Profile:

Enterprise ArchitectUsing IBM WebsphereBangalore, India

Google Query:

site:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"

List of prospectssite:linkedin.com "current * architect" "websphere" (inurl:pub | inurl:in) -intitle:directory "bangalore"

Research prospects

Complete your Key Players List

Looking for more triggers

Looking for targets of opportunity

Key Points

Create list of keywords:

PainRelated systemsKey player titlesCompetitors

Use:

Google search/alertsTwitter searchLinkedin.com

Thank you!

Bill Rice@billricebill@kaleidico.comwww.bettercloser.com

More Resources at:http://bettercloser.com/resources