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• 57% of buying process is complete before talking to sales
• Consumers are also 71% more likely to make a purchase based on social media referrals.
Source: Corporate Executive Board
What is Social Selling?
Connecting with the buyer in the place they are spending their time and providing something of value to them.
Online.
Stop Selling
• Buyer 2.0 doesn’t want to be sold to
• Research and due diligence
• 92% of B2B purchases begin online
Exploring the Lean Approach to Selling
• LinkedIn Search• Long format posts = Industry expert• Groups• LinkedIn Invitation
Connecting to Prospects
• LinkedIn Invitation
– Always have a personal greeting – never the generic “I’d like to connect with you” message
– Find a common thread (ex. Part of same group, both graduated from the same college)
Dissecting the Example
• Researched his prospect
• Found a common connection
• Made meaningful request to connect
Industry Expert
• Position yourself as an expert
• Discover articles to share on multiple social channels
• Strengthen relationships
Top 3 Things to Remember about Twitter
1. Its not about selling, so don’t do it.
2. Maintain customer relationships
3. Be the first to respond to them
Wrap up
• Social selling is about educating and informing, not selling
• Monitor and track prospects and customers so you can engage and build relationships
• Your prospects prefer to educate themselves, so share relevant information and be at the right place at the right time.