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InsideSales.com President Ken Krogue, recently recognized as the second most influential social seller in the world on Forbes, has interviewed some of social selling’s greatest influencers. He has compiled these interviews and combined them with his own winning strategies for this webinar. Watch on Demand: http://www.insidesales.com/webinar/31-social-selling-tips Join us to learn: The latest LinkedIn and Twitter strategies, tactics, tools and best practices How to use the ACQUIRE method for social nurturing What is really working and what is not The 7 Levels of Social Media Success How you can master social selling in 31 days
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Ken Krogue
Founder and President
InsideSales.com
7 Levels of Social Media
1. Core 2. Coach 3. Curator 4. Contributor 5. Collaborator 6. Campaigner 7. Consultant
6 Core Skills of Social Media
1. Complete 2. Content 3. Community 4. Connect 5. Comment 6. Call-to-Action
Complete Your Profile
1. Purpose 2. Passion 3. Plan 4. Platform 5. Prepare 6. Profile
What is your Purpose?
?
Consumers
• 67% Stay in touch w friends
• 64% Stay in touch w family
• 50% Connect to old friends
• 14% Share hobbies
• 9% Make new friends
• 5% Follow celebrities
• 3% Find a date
Business
• 83% Create awareness
• 56% Broaden reach
• 55% Increase trust
• 32% Demand generation
• 22% Market perception
• Leads
• Trigger Points
• Qualification
• Communication
• Media Bridging
• Amplification
• Awareness
• Call to Action
Companies Using Social?
• 43% No strategy • 33% Unclear of value • 25% Not applicable • 18% Don’t have tools
Which Platforms for Demand?
• 80% Facebook • 78% Twitter • 51% LinkedIn*
• *LinkedIn is 3X more effective specifically for lead generation
source Eloqua
Social Nurturing
A = Aware C = Curiosity Q = Qualify U = Understand I = Interest R = Relevancy E = Engage
LinkedIn = Foundation Twitter = Megaphone!
Source: How High Growth Companies Use Social Media – 8-19-14 Sylvia Montgomery
15X
#5 Prepare Learn all you can!
Gather your resources
Complete Your Core Content • Bio • Brand • Background • Backstory • Beliefs • Benefits • 4 à 1 à 1 Content
LinkedIn Twitter
#9 Define Your Brand
Divert a River Don’t Dig a Well
• Twitter Toolbar • Hashtags.org • Topsy • WeFollow.com
Google Keyword Planner Tool
#12 Get Your Score Klout, Kred, WeFollow, WebsiteGrader, Sales Indicator, SSI Index
Email Signatures Share it everywhere
• www.kenkrogue.com
• www.linkedin.com/in/kenkrogue
• https://twitter.com/kenkrogue
• www.forbes.com/sites/kenkrogue
• https://plus.google.com/+KenKrogue
• www.youtube.com/user/kdkrogue
Curate other Content Share Company Content
• Hootsuite • Tweetdeck • Sprout social • Bufferapp
ACQUIRETM
• A = Aware • C = Curiosity • Q = Qualify • U = Understand • I = Interest • R = Relevancy • E = Engage
1. Aware = PR 2. Curiosity = Research 3. Qualify = ANUM 4. Understand = Educate 5. Interest = Cool 6. Relevant = Need 7. Engage = Action
7 Content Levels
1. Influencer 2. Industry 3. Company 4. Product 5. Proof 6. Sales 7. Client
Lead Down the Funnel
BANT = OLD
• B = Budget • A = Authority • N = Need • T = Timing
ANUM = NEW
• A = Authority • N = Need • U = Urgency • M = Money
• Size • Geo • Industry • Growth • Job Postings • Funding • Former Executive • Customer Competitor
• Title Level • Title Function • Role Defined • Former Customer • Knows a Customer • Knows an Executive
• Industry • Competitors • Prospects • Partners • Customers
• SalesLoft • Birdhouse • Newsle
LinkedIn Strategies
• Introduction first • Email first • Referral first • Voicemail first • Meet at Event • Business Card Bridge
Twitter Strategies
• Follow First • Favorites Follow • Offer Follow • Fan Follow
• LinkedIn Basic • LinkedIn Premium • LinkedIn Sales Navigator
• Tweepi • Tweetadder • Socedo • Insightpool
forbes.com/sites/kenkrogue kenkrogue.com linkedin.com/in/kenkrogue @kenkrogue [email protected]
Let’s Connect!
Q&A Look for my next Forbes Article coming out on Social Media this Week!
