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The Art of Relationship Capital
Social Selling
Social Selling
Social Selling Anatomy Of A
B2B Decision Maker
Social Selling Anatomy Of A
B2B Decision Maker
Secret of Relationship Capital
Social Selling Success?
What is Relationship Capital
(RC)?
Your Brand Promise
Your Behavior
Your Reputation
What is Relationship Capital?
Consider these 2
Statements1. The Sales & Marketing Process has
Forever Changed. If you do not adapt, your social savvy competitors will leave you and your quota in the dust.
1. If you want to gain new customers, there is only one-way to reach them today and that is by aggressively selling them though social channels.
Social Selling
EXAGGERATION
AGGRESSIVELY
SELLING
THROUGH
SOCIAL
CHANNELS
Social Selling TRUTH
1. The Sales & Marketing Process has Forever
Changed. If you do not adapt, your social savvy
competitors will leave you and your quota in the
dust.
Social Selling is the…
• IDENTIFICATION
• TARGETING
• REACHING OUT TO PROSPECTIVE and EXISTING CUSTOMERS
Social Selling is NOT
• Buying a List of Leads and Calling
Everyone
• A Disruptive Process “Pushing
Out” Marketing Messages
• LEAD SCRAPING
Social Selling is a Consultative
Sell
• It is a Very Soft Sell
• Being More Social
• Listening
• Conversing about the
Customer’s Needs and MUCH
LESS about OUTRIGHT
SELLING
Fishing in Social Ponds
Social Selling Ponds
Primary Social Selling
Ponds
Social Selling Ponds –
Visual Networks
Social Selling Ponds - Blogs
Social Selling Ponds –
Online Communities
Social Selling Ponds –
Answer Hubs and Groups
Social Selling Ponds –
Online Media & News Sites
Social Selling is a Team
Sport
Speaking a New Language
Rule #1 Be
Genuine
Rule #2 LISTEN, LISTEN,
LISTEN
Rule #3 Be Responsive
Rule #4 Follow The Leader
Rule #5 Tailor The Conversation
Rule #6 Be Helpful
Rule #7 Identify the Enter and Exit Signs
Rule #8 Maintain the Separation
of Professional & Personal
Rule #9 Be Consistent
Rule #10 Admit When You’re Wrong
Measure and Track Your
Klout
Social Selling Success is about
Growing Your KLOUT
PETER CASHMORE
TOP TECH Executives Klout Scores
GUY KAWASAKI
MARK ZUCKERBERG
SETH GODIN
JOE FERNANDEZ
BIZ STONE
Social Selling Success is about
Growing Your KLOUT
Social Selling Success is…
Social Selling Success is
about Getting “K.L.T.R.”
KNOWN
LIKEDTRUSTED
REFERRED
Thank You
