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6 STEPS FOR ACHIEVING SOCIAL SELLING SUCCESS
March 16th, 2016 | @GabeVillamizar
GABE VILLAMIZAR
• SOCIAL SELLING DIRECTOR AT HIREVUE
• 5 YEARS OF SOCIAL SELLING EXPERIENCE
• TRAINED HUNDREDS OF SALES REPS
• CONSULTS TOP TECHNOLOGY STARTUPS
• FORBES.COM, INC.COM & LINKEDIN
GLOBAL SOCIAL SELLING INFLUENCER
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PROFESSIONAL BACKGROUND
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MY SOCIAL SELLING JOURNEY.
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@GabeVillamizar
THE SOCIAL SELLING PROCESS
BE CREATIVE, DIFFERENT, & STANDOUT FROM THE CROWD.
1. SOCIAL SELLING INTRO 2. SOCIAL OPTIMIZATION 3. SOCIAL LISTENING
4. SOCIAL ENGAGEMENT 5. SOCIAL COMMITMENT 6. SOCIAL TRACKING & KPIs
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STEP 1: SOCIAL SELLING INTRO
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1. SOCIAL SELLING INTRO
TRADITIONAL SELLING
COLD CALLING
COLD EMAILING
LIMITED NETWORK
PUSH THE SALES SCRIPT
RANDOM CONTACTS
NEW AGE SOCIAL SELLING
USE SOCIAL MEDIA DATA
DISCOVER USEFUL INSIGHTS
TARGET MULTIPLE BUYERS
GROW YOUR PERSONAL BRAND
EXPRAND YOUR PERSONAL NETWORK
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GOOGLE TRENDS
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STEP 2:SOCIAL OPTIMIZATION
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WHAT TO DO:
COMPLETE YOUR SOCIAL PROFILE(S) 100%
IDENTIFY TOP 10 KEYWORDS/ SOCIAL SEO
OPTIMIZE FOR YOUR BUYERS!
- OTHER
INCLUDE CALL TO ACTIONS
CREATE CREDIBILITY TRIGGERS
2. SOCIAL OPTIMIZATION
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STEP 3:SOCIAL LISTENING
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3. SOCIAL LISTENING
WHAT TO DO:
LEARN EVERYTHING ABOUT YOUR BUYERS
- WHO THEY REALLY ARE
- PROFESSIONAL BACKGROUND
- SCHOOL
- SHARING ON SOCIAL
- HASHTAGS
- FAVORITE SPORTS TEAM
- WHO DO THEY ENGAGE WITH
USE APPS, TOOLS, & SOCIAL NETWORKS
DON’T PAY FOR ATTENTION. PAY ATTENTION!
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TWEETDECK
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LINKEDIN EXAMPLE
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RIFFLE BY CROWDRIFF
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STEP 4:SOCIAL ENGAGEMENT
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4. SOCIAL ENGAGEMENT
WHAT TO DO:
DON’T CONNECT & PITCH YOUR PRODUCT!
ADD VALUE BY SHARING EDUCATIONAL CONTENT
3X3 SOCIAL
- PERSONAL
- BUSINESS
- INDUSTRY
2 RULES: STAY VISIBLE & ADD VALUE
BUILD RELATIONSHIPS OF TRUST
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SOCIAL ENGAGEMENT – WHAT NOT TO DO
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SOCIAL SHARING STRATEGY
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TYPE OF CONTENT
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STEP 5:SOCIAL COMMITMENT
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6. SOCIAL COMMITMENT
WHAT TO DO:
START ONLINE AND TAKE CONVERSATION
OFFLINE
IF YOU STAY IN THE SOCIAL “FRIEND ZONE”
YOU’LL GET NO ACTION.
THINK DIFFERENT!
MOVE THE DEAL FORWARD OR MOVE ON
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STEP 6: SOCIAL TRACKING & KPIs
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6. SOCIAL TRACKING & KPIs
WHAT TO DO:
IF YOU CAN’T MEASURE IT, YOU CAN’T MANAGE IT
TRACK EVERY SINGLE ACTIVITY
CREATE A PREDICATBLE SOCIAL SELLING MODEL
IMPROVE SOCIAL SELLING TRAINING AND
COACHIGN
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CRM TRACKING - SALESFORCE
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Q&A
THANK YOU!
SOCIAL SELLING DIRECTOR AT HIREVUE
HTTP://WWW.EMBEDSOCIALSELLING.COM
