Social selling - Create Better Relationships, Drive Better Results

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