Rep Selling Tips Social Selling - DEIdirect.com · Buyers use social networks to research...
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Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected] 221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909 Rep Selling Tips – Social Selling Social Selling: Building relationships using social networks with the end goal of selling more. Did you know that only 15% of salespeople are using social media in their prospecting efforts? According to Sales Benchmark Index, Reps who incorporate social media into their process achieve 66% higher quota attainment than their less socially savvy peers. Buyers use social networks to research solutions. 84% of executives use social media to support purchase decisions. • Ground Rules: o 80/20 rule - 80% of content should come from third parties (blogs, news, interesting articles, reports, etc.) and 20% should come from the rep’s company. o Relationship Building - social media is a two-way street so remember to show others you are listening. Ask for input. o Be Responsive – check notifications often and respond to messages and comments in a timely manner. • Set Objectives: o Set short-term goals (update profile, post on twitter 2x a day, etc.) o Set long-term goals (connect with customers, establish list of prospects, etc.) 1. Supply & Discuss Content 2. Generate Leads & Opportunities 3. Drives Revenue 4. Increases Customer Lifetime Value
Transcript of Rep Selling Tips Social Selling - DEIdirect.com · Buyers use social networks to research...
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
Rep Selling Tips – Social Selling
Social Selling: Building relationships using social networks with the end goal of selling more.
Did you know that only 15% of salespeople are using social media in their prospecting efforts? According to Sales Benchmark Index, Reps who incorporate social media into their process achieve 66%
higher quota attainment than their less socially savvy peers. Buyers use social networks to research solutions. 84% of executives use social media to support purchase decisions.
• Ground Rules:
o 80/20 rule - 80% of content should come from third parties (blogs, news, interesting articles, reports, etc.) and 20% should come from the rep’s company.
o Relationship Building - social media is a two-way street so remember to show others you are listening. Ask for input.
o Be Responsive – check notifications often and respond to messages and comments in a timely manner.
• Set Objectives: o Set short-term goals (update profile, post on twitter 2x a day, etc.) o Set long-term goals (connect with customers, establish list of prospects, etc.)
1. Supply & Discuss Content
2. Generate Leads &
Opportunities
3. Drives Revenue
4. Increases Customer Lifetime
Value
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
• Social Media Outlets: o LinkedIn Tips:
▪ Complete 100% of your profile (include a professional photo of yourself - profiles with photos receive a 40% higher InMail response rate)
▪ Use headline to explain how you help your clients (try using keywords buyers might search for)
▪ LinkedIn Groups: join a few groups where your customers might be. Start a discussion on a topic you are knowledgeable about.
▪ Find buyers using the Advanced Search Tool (see below) ▪ Requesting Connections – take your time to write a personalized message ▪ ‘Share and update’ – for simple, short messages ▪ ‘Publish a post’ – for longer updates
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
o Twitter Tips: ▪ Username – create a username (something easy for clients & prospects to remember) ▪ Leverage Tools: TweetAdder, Hootsuite, Advanced Search, Social Bro ▪ Twitter users are more active and log in more frequently ▪ Hashtag use – a built-in conversation finder makes it easy for users to find your tweets
or locate prospects (ex: #GiftShop #Retail #SocialSelling) ▪ Twitter is fast-paced so it’s important to tweet regularly ▪ The ideal length of a tweet is between 100 and 130 characters ▪ Include user handle – if you share a quote or stat, be sure to include the user’s handle
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
o Facebook Tips: ▪ Create a Facebook business page for your ‘personal brand’ ▪ Develop visual content that represents you, your passions and your expertise (ex:
timeline cover) ▪ Set Goals: work on growing your page likes and reach (ex: work towards 10%
engagement) ▪ Content Strategy: set aside a little time each week to plan and schedule posts ▪ Ads: develop how you will continually increase your fan base. A small ads budget will
take you a long way (ex: Page Likes campaign - $10 per month) ▪ Measure & Analyze: Review your insights and see where you had the most impact.
Reassess your goals.
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
o Instagram Tips: ▪ Connect your account to Facebook to boost your marketing efforts (Instagram is owned
by Facebook) ▪ Add an Instagram tab on your Facebook page (enabling you to instantly share your
photos) ▪ Hashtag Use: include in your updates so users can find you through searches (ex:
#coffee, #monday, #gift) ▪ Acknowledge your customers/followers: Use @ and the username in comments and
posts (ex: @deidirect we love your products) ▪ Be creative with your photos and use filters
Melissa Kolcz • Marketing Coordinator Phone Ext. 238 • [email protected]
221 Willow Street Yarmouthport, MA 02675 • tel: 1.508.375.0009 • fax: 1.508.375.0909
