Brush Up On Your Social Selling Skills Learn how to connect with customers and open doors using social media. @GerryMoran  

@GerryMoran

Preview Summary Is it time to brush up on your social selling skills so you can connect with customers and open more doors? Do you need a new sales strategy? If you are not sure then answer these 5 questions:

•  Are you clients returning your calls and emails?

•  Are your clients researching their own needs? •  Is it important for your to be considered and expert?

•  Is your personal brand critical to getting an appointment and closing a sale? •  Are you an expert at client communication?

If you aren’t sure about these answers then it’s time time to think how you can. Consider this 7-part selling strategy:

1.  Have the best external-facing brand 2.  Be at least as good as your competition 3.  Position yourself as a relevant expert

4.  Be a part of the buyer’s journey 5.  Connect with the buyer on their terms

6.  Walk the innovation walk 7.  Use information to gain a competitive advantage at relationship building

If you like this slide deck, you might also find my social media and marketing coaching blog enjoyable. Check out MarketingThink.com and let me know what you think! Thank you for your interest!

@Gerry Moran

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In Social Pursuit Of A Customer

Not every CMO or decision-maker is active on social media However, this is a great use case to show potential social touch points.

Beth Comstock just happens to be the most social CMO.

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Customer Selling Strategy

Selling Strategy •  Collect as much information as possible •  Make selection of pre-touches •  Set a smart first impression •  Add value •  Contact

Your need to be informed, smart and add value to make a good first impression.

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Find The Customer On LinkedIn

Identifies a decision maker using LinkedIn Navigator •  Does NOT follow •  Joins same groups •  Search to LEARN more

Once you find your contact, avoid making immediate contact. Collect more information!

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Find More Information On Google

Googles decision maker •  Looks for social channels •  Looks for blogs •  Search to LEARN more

Google your customer to begin your search for more information.

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… And More Information On Twitter

Finds decision maker on Twitter •  Checks profile •  Follows •  Lists •  Checks followers •  Checks following

Check their Twitter profile, their followers and who follows them. And, follow them.

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… And More Information On Twitter

Checks decision maker’s Twitterscape •  Favorites •  Retweets •  Tweets •  Links •  Lists

Check out their tweets and lists, which are an open book to the type of content important to them.

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… And More Information On Blogs

Checks decision maker’s blog activity •  POV •  Opinion •  What’s Important!

Reading their blog posts is like reading their business diary!

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… And More Information On Facebook

Checks decision maker’s Facebook activity •  Interests •  Conversation starters •  NEVER invite

Reading their open Facebook profile gives you a peak into their personal likes, which is helpful when

suggesting to meet at a ball game or a wine bar.

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Get On Customer’s Radar

Retweets decision maker’s tweets •  Gets on radar •  Validates her content •  Supports her presence

Get on their radar by retweeting their content! Your action will show up in their Twitter ‘in box”.

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Get On Customer’s Radar With LinkedIn

Starts to like and comment decision maker’s LinkedIn content •  Gets on radar •  Validates •  Supports

Continue to get on their radar with LinkedIn comments, likes and shares!

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Find Shared Connections With LinkedIn

Finds warm introductions on LinkedIn Navigator’s Team Link or through your contacts •  What can others add? •  Do others know

decision maker? •  Connect to decision maker?

If you know someone who knows them, then use that information to gather more information along the way.

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Decision Maker Engages Back

Decision maker engages back •  Checks your profile(s) •  Thanks you for comment or RT •  Responds to comments •  Looks at blog or site •  Notices more

Some of this proactive engagement will turn into acknowledgment. The relationship begins!

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Deepen Engagement With Prospect

Engages more with decision maker •  LinkedIn request •  Twitter mentions & replies •  More blog comments

Trust is built with more engagement.

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Adds Sales Cycle-Based Value

Uses content to frame buyer’s challenge •  Links to blog posts •  Links to 3rd-party

articles •  More blog comments

Sales rep begins to pass on more relevant content to help customer’s sale-cycle based decision.

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1st Phone Call Or Appointment. Not Cold!

Reaches out on LinkedIn InMail, Twitter dm, phone or email to schedule an appointment … and it’s not cold.

Now the sales rep’s first phone or email contact is not a cold call, since a relationship has been established.

@GerryMoran

Avoid 1st Contact Sounding Like ‘Peggy’

Source: http://moodyeyeview.files.wordpress.com/

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Thanks!

@GerryMoran

gerry.moran@marketingthink.com

(215) 817-4085

MarketingThink.com Social Media And Marketing Coaching Blog

Gerry Moran