Intro to Social Selling

Intro to Social Selling With LinkedIn and Twitter

Do You Do Social?

Are you on social?

Which Sites?

Do you participate? How often?

Do you use it for business?

What do you do?

What is social selling? • Research • Connect • Interacting

How you Social Sell

How you Social Sell

72.6% of sales people who incorporated social media into their process outperformed their colleagues. In addition, socially savvy reps beat their quotas 23% more often.

~Social Centered Selling

Social networking reaches more than 75% of all internet users.

~Entreprenuer.com

Getting Started Remember: Forge Relationships Don’t Seek Transactions Be Authentic

Setting Up Your Profile LinkedIn & Twitter

Anatomy of a LinkedIn Profile

Optimize Profile • Create or update • Professional photo • Fill in gaps, update all

info • Keep your profile public

Headline • Don’t just write your title • Craft a headline to be a

mini value proposition

Answer 2 Questions: • Who do you help • How do you help them

Picture • Should be professional,

not stiff • Make your buyer feel

confident

Contact Info • Email address • Phone Number • Twitter Handle • Blog or Company

website

LinkedIn URL • Use your name (and

middle initial if your name is common)

• Make it easy for customers/prospects to find you

Connections • Quantity and quality are

important • Send customized

invitations to connect

Summary • Shoot for 3x3 • Reiterate purpose from

headline • Get specific about your

work • Include a concise CTA –

why/how a buyer should get in touch

Content • Display 2-4 pieces of

visual content • Eye catching and helpful

for buyer

Experience • Resume • Write with buyer in mind,

not an employer

Honors & Awards • List work-related awards

Publications • Post articles from your

blog • Post articles from GSR

blog • Post articles you’ve

authored from other sites

Education • Formal • Informal

Groups • Can join up to 50 • Join groups your

buyers/prospects are in • Participate

Recommendations • Request from current or

past customers

LinkedIn Action Items


Connect – reach out to all past customers

Share Content – curate or create; 4-6 pieces per day

Update Profile – optimize for buyer


Groups Join 1-2 groups a week

Like – when you have little time or nothing of value to add

Comment – meaningful, not a sales pitch

Share – share with your connections; should add value


Use Inmail + email Send email 1st

Send Inmail 2nd – intro + body of original email

Anatomy of a Twitter Profile

Twitter Handle • Use your name or as

close to it as you can • Use your middle initial if

necessary • Make is easy for your

customers and prospects to find/recognize you

Profile Picture • Professional, not stiff • Same photo across all

social • 400x400 • Choose a theme color

Header Image • Lies behind your profile

picture • Like a FB cover photo • Use it to show off brand

or feature a campaign • Image size: 1252x626 –

dark to show white text

Background Image • Coordinate with header

image • DO NOT choose a

default one • You can choose a pre-

made one by Twitter • OR – Twittercovers.com • It should reflect you and

be relevant to your buyers; create trust

Human & SEO Friendly Bio • 160 Characters – show

value; use keywords • # - what are your buyers

using/following • Include company name in

bio i.e. SalesRep@XCompany • Include personal tidbit • Link to LinkedIn profile

Location • Add it – it will give

people an opportunity to connect with you.

Who to Follow • Businesses you work with • Individuals/customers • Industry related twitter

profiles i.e. Hotels, Pubs, etc.

Followers • You can ask customers

to follow you, but do it sparingly

• Generally, people will follow those who follow them

• Begin tweeting, retweeting, and sharing valuable info and people will follow

• Ratio – 1:1

Tweeting • # - thread/conversation • Don’t use @ at the

beginning of a tweet – it will go only to that person

• Don’t use too many # in a single tweet

• Vary format – text, photo, video, link

Tweeting • Look at what’s trending

(#) and contribute • Who to Follow – great for

finding people to follow; based on who you follow already

• Your newsfeed is unique to you

Lists • Great for organizing

interests • Can be public or private • Curated group of Twitter

users

Twitter Action Items

Create Profile

Follow customers

Engage in conversation

See handout

Making Time to Social Sell

Routine • Develop a routine • Commit to it • Follow it

LinkedIn Routine • Find content to share • Check who’s viewed your

profile • Send connection request to

target buyers who viewed your profile

• Look at who liked/commented on your posts; send connection request

• Review LinkedIn alerts; Respond to messages or requests to connect

• Create several new conversations

Twitter Routine • Find Content to share or

favorite • Check on who’s

followed you, follow back if appropriate.

• Send a direct messages • Review notifications,

respond accordingly • Follow Twitter plan

Wrap Up

All selling is social.

Always has been. Always will be.

The only thing that has changed is the venue.

Wrap Up

Buyers are far more open on social media about their intentions.

The signals are there in the buyers comments, posts, likes, and updates.

You just need to be listening.