Make the Customers come to you with social selling and LinkedIn

Directions EMEACommunity for Dynamics NAV partners

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Make the customers come to you

with social selling and LinkedIn

Eva SachseE-mail: es@socialsellingcompany.dkMobile: (+45) 61 46 93 40

Leif CarlsenE-mail: lc@socialsellingcompany.dkMobile: (+45) 41 900 800

Turning connections into business

Social media

Stronger relations….

and convert it into business…

Turning connections into business

Our speciality is organic growth

Are you also using cocain?

Purpose

Inspiration

Challenge

SOCIAL SELLING

CONTENT MARKETING

A new way to do sales and marketing

Social selling

Social selling is a method to develop

professional relations as part of the

sales process. Now a days you do it

via social media like for example

LinkedIn and Facebook.

so•cial \ˈsō-shəl\ sell•ing \ˈsɛlɪŋ\

Content marketingcon•tent \kŏnʹtĕntʹ\ mar•ket•ing \märʹkĭ-tĭng \

Content marketing is any kind of

marketing that involves the creation

and sharing of content with the

purpose to attract and maintain

a defined target group.

Why work withsocial selling and content marketing?

The characteristics of the moderndecision maker have changed

Digital superuser Have Google astheir best friend

Can identify needby themselves

Capable ofself-educating

Network orientedvia social media

Uses the networkas experience base

Have access to anyone in the world

Have full controlover buying process

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78%

Source: Forbes

2 of sales people whouse social selling doit better than salespeople not usingsocial selling

Millennials

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MillennialsAlso known as Generation Y.Born between early 80’s andaround 2000…

B2B researchers

B2B researchers split in 2012

18%Age 55+

Source: Google/Millward Brown Digital, B2B Path to Purchase Study, 2014

26%Age 45-54 29%

Age 35-44

27%Age 18-34

13%Age 55+

Source: Google/Millward Brown Digital, B2B Path to Purchase Study, 2014

19%Age 45-54

22%Age 35-44

46%Age 18-34

B2B researchers split i 2014

It’s NOTa choice

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The customers are moving rapidly now

Are you keeping up with them?

Or are you letting them pass you?

Are you sticking with the oldclassic sales model?

YOUR COMPANYYOU AS A SALES PERSONCOLD CANVASTHE PRODUCTSELL, SELL, SELL

No one likes to be sold to

Best case they stop listening to you

Worst case they will be an enemy

How do we win the customers heart?

4K

SOCIAL SELLINGMETHODOLOGY

CUSTOMER CENTRICHUMAN TO HUMANINSPIRATIONENTHUSIASMREAL VALUESOCIAL MEDIA

The buying process is changing rapidly

The average customer takes60% of the journey on their own

Need Information Evaluation Buy

Some customers conduct up to 90% of thebuying process before contacting a sales person

Kilde: Forrester Research

15 to 25 % longer buying process over the last 8-10 year

Source: Forrester Research

Need Information Evaluation Buy

The buying process is changing rapidly

A new mindset

Broadcasting Tower

Radio DJ

Attract new listeners

Family, friendsand classmates

Potential clients

Current clients

Partners

Current colleaguesFormer colleagues

Who do you have in your LinkedIn network?

80%of success isshowing up

Woody Allen

The exact sameprinciple appliesto social selling

What is the size of your digital asset?

Profile

Expertise

Network

Engagement

RecommendationsAsk customers for recommendationsin order to increase your credibility.Remember to give recommendations.

Show engagement on LinkedInvia like, sharing and commentingrelevant posts in your newsfeed.

Nurish your network relationson LinkedIn and expand itwith new relevant contacts.

Show your expertise ona regular basis throughPulse blogposts.

Your profile must beup to date and havea professional look

Check your own digital asset: www.linkedin.com/sales/ssi

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So how do you

DO IT

Inspire you customers

Show them the way

Show your expertise

Show your expertise via content

Newsfeed

Blog posts on your website

LinkedIn Pulse

Reports

White Paper

Your Company

Videos

Podcasts

+40.000 downloads

To create content or not to create content,that is the question.

And the answer is

YES!Actually, the realquestion is who isgoing to createthe content.

Spread the messages

Use your broadcastning tower

2-3

SHARECONTENT

EVERY

WEEK

Hvad er social selling?

http://www.socialsellingcompany.dk/hvad-er-social-selling/

Social selling drejer sig i bund og grund om at bruge de sociale medier som sendemast.

En sendemast hvorigennem du kan kommunikere din rolle som ekspert på dit fagområde.

Det skal du gøre via blogindlæg, videoer, podcasts, deling af artikler, kommentering m.m.

Du kan læse mere om, hvad social selling er for en størrelse i nedenstående blogindlæg:

1,621 followers

3,877 connections

3,877

1,621

2,383

617

653

The network effect

One for all, all for one…

Benefitand value

Make the customers come to you

And create new growth in your sales

Stronger customer relations

Stand out from the crowd…

You constantly need tocommunicate with your customer

NOT IN PROCESS

96%IN PROCESS

4%

Your Company You as an expert

Make your expertise visible

Need Information Evaluation Buy

The average customer takes60% of the journey on their own

Get back in the buying process

Does itwork?

Yes.If you want it to.

Bringing your business to the next level…

Traps

Just playing LinkedIn Wheel of Fortune?

Everyday Monster

Chinese proverb

TALKDOES NOTCOOKRICE…

You are welcome to

Eva Sachse Leif Carlsen

Thank you