ClosingBigger.net@ShaneGibson@ShaneGibson
Social Selling Integrating Social Media into Your Sales Process
with Shane GibsonAuthor & Professional Speaker
ClosingBigger.net@ShaneGibson
Saying you don’t believe in social
media is like saying you don’t believe
in the internet
ClosingBigger.net@ShaneGibson
“The Customer Owns Your Brand”
ClosingBigger.net@ShaneGibson
900 million 1.4 Billion
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175 300 Million
ClosingBigger.net@ShaneGibson
400 million updates/day
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
6 Billion Hours of Video/mo
ClosingBigger.net@ShaneGibson
Selling
“… is about creating an environment where an
act of faith can take place”
ClosingBigger.net@ShaneGibson
Trust
• Value added frequent contact consistently over time.
• More value and more time means more trust
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
Jim KeenanA Sales Guy Consulting
ClosingBigger.net@ShaneGibson
Sales Cycle
RelationshipBuildingModel
WarmingUp
The Call1
BreakingTheIce
UncoveringBuying
MotivesThe
SalesProposal
HandlingObjections
ClosingTheSale
6
Add-onsAnd
Up Sells 7 2
3
5 4
Invite and EngageAt Every
Step
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
Who’s Mitch?
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
Nano-Markets & Nano-Tribes
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
CATEGORY
USERS NON-USERS
RETAIN DEVELOP REGAIN GAIN
AAbsolute
BBeneficial
CConvenient
High Yield& LargerInvestment
Lower Yield& SmallerInvestment
Pro-Active &High Relation-ship Selling
Passive &Lower Rela-tionship Selling
The ABC‘s of Targeting
ClosingBigger.net@ShaneGibson
Calls
1st
2nd
3rd
4th
5th & Onward
Converted
2 of 100
3 of 98
4 of 95
10 of 91
81 of 81
Percentage
2%
3%
4%
10%
81%
(100 Competitor’s Clients Converted)
Sales Conversion Ratio
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
Listening
ClosingBigger.net@ShaneGibson
Business Intelligence
• Search.Twitter.com• Facebook Search• Nimble Chrome Plugin• Linkedin.com home• Tweetreach.com
ClosingBigger.net@ShaneGibson
Score Keeping?
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Stakeholder Spotting
ClosingBigger.net@ShaneGibson
Twitter Search (Local)
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
Inte
l/D
ata
ClosingBigger.net@ShaneGibson
ClosingBigger.net@ShaneGibson
LinkedIn Home Feed
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Social Selling CRM
SCRM
SocialemailValues
PreferencesData
RelationshipHistory
Business IntelPersonal Intel
360 view
SCRM
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Nimble CRM
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SocialProximity
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Expert Curator• Sharing Tools• Industry Blogs• Google Alerts• Geographic and Vertical Specific News• Experts list on Twitter• Zite• Linkedin.com/ Pulse
ClosingBigger.net@ShaneGibson
Linked Bookmarklet
ClosingBigger.net@ShaneGibson
Social Selling Success1. Identify Your Your “A” Category Prospects
and Customers2. Pick the Right Platforms3. Apply social to the whole sales cycle4. Implement Listening and Engagement
Strategy5. Create focused content/conversations 6. Use a social crm like Nimble7. Follow-up follow-up follow-up
ClosingBigger.net@ShaneGibson
Lets Connect
iTunes Social Media Podcast
http://closingbigger.net
http://twitter.com/ShaneGibson
http://ca.linkedin.com/in/shanegibson/