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Learn to use social networks and media to research your sales. In this presentation you will see techniques related to Linkedin, Google, and Twitter.
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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...
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
